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s p r ec e ia p o l r a t n is nu s u al e

the chamber works for you 2011 Annual Report Edition


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In This Issue departments 11

Member News and Notes

State Chamber members share their news and successes.


State Chamber Scene


Welcome New Members


Calendar of Events Mike Uffner, owner of AutoTeam Delaware, received the Marvin S. Gilman Bowl on November 9 at the 2011 Marvin S. Gilman Superstars in Business Awards. Photo by Dick Dubroff/Final Focus




Benefits of Membership

annual report 48


Marvel Cup

Chamber Staff



For Assistance, Call the Chamber


State Chamber Board of Directors

Government Affairs


The Partnership, Inc.

2012 Editorial Calendar



Delaware Retail Council


Small Business Alliance

Message from the Chairman and President

Legislative Priority

The State Chamber presents its 2012 Legislative Agenda.


Economic Development



Delaware Manufacturing Association 2011 Annual Report Edition



Public Policy

The year in photos.


2011: A Year with the Chamber




On The Cover 2011 Annual Report

Volume 17, Number 1 / Delaware Business (USPS 012098) (ISSN 153253542) is published bi-monthly by the DSCC Center for Business Management. Subscription price is $18 a year (included in membership dues). Known office of publication is 1201 N. Orange St., Suite 200, Wilmington, DE 19801. Periodicals postage paid Wilmington, DE 19850. Postmaster: Send address changes to Delaware Business, c/o DSCC Center for Business Management, P.O. Box 671, Wilmington, DE 19899-0671. Telephone (302) 655-7221.

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2011 Delaware State Chamber Staff Editorial Staff Thomas J. Cooper Chairman James A.Wolfe President/CEO

Matt Amis Managing Editor Denee Crumrine Editor

Executive Committee

James A. Wolfe President and CEO

Marianne K. Antonini Senior Vice President, Finance & CFO

A. Richard Heffron Senior Vice President, Government Affairs

CHAIRMAN Thomas J. Cooper Cooper Realty Associates IMMEDIATE PAST CHAIRMAN Richard K. Struthers

William E. Manning Saul Ewing, LLP

Sylvia S. Banks DuPont

Cheryl Corn Executive Assistant to the President & Senior Vice president communications

Linda D. Eriksen Accounting Associate

Lisa Prickril Events Manager

Denee Crumrine Program & Communications Specialist

Greg Gross Director of Government Relations

Arlene M. Simon Account Executive

Katie Dunn Communications & Events Associate

Chuck James Account Executive

Bill Stephano Director of membership

Fred C. Sears, II Delaware Community  Foundation

Hinton Lucas DuPont

Tony Allen, PhD Bank of America

Matt Amis Communications Manager

Donald T. Fulton George J.Weiner Associates

Alan Levin Delaware Economic   Development Office

TREASURER Richard D. Rowland Rowland, Johnson & Co., PA

John H. Taylor, Jr. Senior Vice President & Executive Director, DPPI

Dennis M. Salter Summit Realty Advisors, LLC

Pierre du Pont Hayward University of Delaware

VICE CHAIRMAN William R. Allan Verizon Delaware

Janine G. Sorbello Senior Vice President, Education & Executive Director, The Partnership, Inc.

Ernest J. Dianastasis CAI

Chip Rossi Bank of America

Mark S. Stellini Virtual Resources, LLC Mark Turner WSFS Bank Michael S. Uffner AutoTeam Delaware Richelle Vible Catholic Charities, Inc.

Board of directors Linda Ammons Widener University School of Law Julian H. Booker Delmarva Broadcasting Company David B. Brown, Esq. Potter, Anderson & Corroon, LLP I.G. Burton I.G. Burton & Co. Timothy J. Constantine Blue Cross Blue Shield of Delaware Charlie Copeland Associates International, Inc. Barry Crozier Belfint, Lyons & Shuman E. Andrew DiSabatino EDiS Company Christina Favilla Discover Bank Donald G. Gagnon AAA Mid-Atlantic Dr. Orlando J. George, Jr. Delaware Technical &  Community College Martha S. Gilman Gilman Development Company Robert V.A. Harra, Jr. Wilmington Trust Company/M&T Bank

John E. Healy, III Healy, Long & Jevin, Inc. Michael Houghton Morris, Nichols, Arsht   & Tunnell, LLP Tyrone Jones AstraZeneca Pharmaceuticals LP Chris Kenny ShopRites of Delaware Richard H. LaPenta Insurance & Financial Serv., Ltd. Robert J. Laskowski, MD Christiana Care Health Systems Cathy MacFarlane ING DIRECT Scott Malfitano Corp. Service Co. (CSC) Nicholas Marsini PNC Bank - Delaware John McCarthy AstraZeneca Pharmaceuticals LP Paul M. McConnell McConnell Development, Inc. Michael McMullen Agilent Technologies

Chad Moore The Bellmoor Bret Morris A. R. Morris Jewelers Paul H. Mylander The Bank of Delmarva Theodore Prushinski Citizens Bank Michael N. Ratchford W. L. Gore & Associates, Inc. John S. Riley Ashland, Inc. Thomas A. Shoemaker TD Bank W. Laird Stabler III, Esq. Laird Stabler & Associates Gary R. Stockbridge Delmarva Power Clinton Walker Barclaycard US William Wallace JPMorgan Chase Robert W. Whetzel Richards, Layton & Finger Harry L. Williams Del. State University

staff James A.Wolfe President/CEO

Matt Amis Communications Manager

Chuck James Account Executive

Marianne K. Antonini Senior Vice President

Cheryl Corn Executive Assistant to the President  Senior Vice President Communications

Lisa Prickril Events Manager

A. Richard Heffron Senior Vice President

Denee Crumrine Program & Communications Specialist

Arlene Simon Account Executive

Janine G. Sorbello Senior Vice President & Executive Director, The Partnership

Katie Dunn Communications & Events Associate

Bill Stephano Director of Membership

John H. Taylor, Jr. Senior Vice President &   Executive Director, DPPI

Linda D. Eriksen Accounting Associate Greg Gross Director of Government Relations

Patrina Wallace Information Administrator

ADVERTISING SALES / Miller Publishing, Inc.

Fred Miller President

Delaware State Chamber of Commerce 1201 North Orange Street, P.O. Box 671 • Wilmington, DE 19899-0671 (302) 655-7221 • (800) 292-9507 •

Patrina Wallace Information administrator


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The mission of the Delaware State Chamber of Commerce is to promote an economic climate that strengthens the competitiveness of Delaware businesses and benefits citizens of the state. The Chamber will provide services members want; it will serve and be recognized as the primary resource on matters affecting companies of all sizes; and it will be the leading advocate for business with government in Delaware.

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2011 Delaware State Chamber Board of Directors executive committee CHAIRMAN Thomas J. Cooper Cooper Realty Associates


vice chairman William R. Allan Verizon Delaware

TREASURER Richard D. Rowland Rowland, Johnson & Co., PA

William E. Manning saul ewing, LLP

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Tony Allen Ph.D Bank of America

Sylvia Banks DuPont

Ernie Dianastasis CAI

Donald T. Fulton George J. Weiner Associates

Pierre du Pont Hayward University of Delaware

Alan Levin Delaware Economic Development Office

Hinton Lucas DuPont

chip rossi bank of america

Dennis M. Salter Summit Realty Advisors, Inc.

Fred C. Sears II Delaware Community Foundation

Mark S. Stellini virtual resources, LLC

Mark Turner WSFS Bank

Michael S. Uffner AutoTeam Delaware

Richelle Vible Catholic Charities of Delaware

Linda Ammons Widener University School of Law

Julian H. Booker Delmarva Broadcasting

David B. Brown Potter Anderson & Corroon, LLP

I.G. Burton I.G. Burton & Co.

Timothy J. Constantine Blue Cross Blue Shield of Delaware

Charlie Copeland Associates international, inc.

barry a. crozier Belfint, Lyons & Shuman

E. Andrew DiSabatino EDiS Company

Christina Favilla Discover Bank

Donald G. Gagnon AAA Mid-Atlantic

Orlando J. George, Jr. Delaware Technical & Community College

Martha S. Gilman Gilman Development Company

robert v.a. harra, jr. Wilmington trust co./M&t bank

John E. Healy III Healy Long & Jevin, Inc.

Michael Houghton Morris, Nichols, Arsht & Tunnell, LLP

Tyrone Jones Astrazeneca Pharmaceuticals

christopher l. kenny Shoprites of Delaware

Richard H. LaPenta Insurance & Financial Services, Ltd.

Robert J. Laskowski Christiana Care Health Systems

Cathy MacFarlane ING DIRECT

scott malfitano corporation service company (CSC)

nicholas marsini PNC Bank Delaware

john mccarthy Astrazeneca Pharmaceuticals

Paul M. McConnell McConnell Development, Inc.

Michael McMullen Agilent Technologies

Chad Moore The Bellmoor

Bret Morris A.R. Morris Jewelers

Paul H. Mylander The Bank of Delmarva

theodore j. prushinski Citizens bank

Michael Ratchford W.L. Gore & Associates, Inc.

John S. Riley ashland, Inc.

thomas a. shoemaker TD Bank

W. Laird Stabler, III Laird Stabler & Associates

Gary R. Stockbridge Delmarva Power

clinton walker barclaycard us

William S. Wallace JPMorgan Chase

Robert W. Whetzel Richards, Layton & Finger

harry l. williams delaware state university



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SELLING MORE WITHOUT GOING BROKE CHALLENGE: Eric was enjoying astronomical growth. Orders for the Bella Bowl™, the company’s top seller, were going through the roof. But demand was putting a strain on Eric’s relationship with his supplier, not to mention his cash flow.

ACHIEVEMENT: Loving Pets recently sold more than 330,000 Bella Bowls in a single month — the most ever. Now that Eric’s cash flow is steady, he can focus on taking his business to the next level. TO WATCH ERIC’S FULL STORY scan this code or go to and see how CFO: Cash Flow Options from PNC can help solve your business challenges. Call 1-877-CALL-PNC or visit a PNC branch to start your own Cash Flow Conversation today. SM


The person pictured is an actual PNC customer, who agreed to participate in this advertisement. Loving Pets’ success was due to a number of factors, and PNC is proud of its role in helping the company achieve its goals. 1 All loans are subject to credit approval and may require automatic payment deduction from a PNC Bank Business Checking account. Origination and/or other fees may apply. Banking and lending products and services and bank deposit products are provided by PNC Bank, National Association, a wholly owned subsidiary of PNC and Member FDIC. Bella Bowl is a registered trademark of Loving Pets Corporation. PNC and ACHIEVEMENT are registered marks of The PNC Financial Services Group, Inc. (“PNC”). BBK-6912 ©2012 The PNC Financial Services Group, Inc. All rights reserved. PNC Bank, National Association. Member FDIC


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SOLUTION: Eric and his PNC banker had the Cash Flow Conversation. They found that increasing Eric’s line of credit1 would help keep production lines fl owing smoothly — and allow Eric and his team to go out and sell even more, without worrying about cash shortfalls.


Delaware Business 2012 Editorial Calendar*


The Delaware State Chamber of Commerce’s Delaware Business is published six times a year, featuring a wide range of editorial content of interest to the business community. Below is the 2012 editorial calendar, including special advertising sections and advertising space reservation deadlines:


State Chamber Annual Report The State Chamber’s Year in Review, and a look at Delaware’s economic development. Space reservation: November 16, 2011 March/April

Guide to Real Estate & Construction Guide to Health Care & Insurance Guide to Taxes Space reservation: January 19, 2012 May/June

Superstars in Education Guide to Education Guide to Legal Services Guide to Wellness & Health Space reservation: March 9, 2012 July/August

Restaurant, Meeting & Banquet Guide Guide to Education Insurance & Financial Services Space reservation: May 14, 2012 September/October

Guide to Health & Fitness Guide to Education Green Guide Space reservation: July 13, 2012 November/December

Superstars in Business Guide Guide to Construction & Real Estate Guide to Technology & Innovation Guide to Banking Space reservation: September 14, 2012 * This calendar lists cover story topics and special advertising segments. Editorial topics are subject to change. Advertisers will be notified of any significant changes to content. All ads are due one week after space reservation deadline.

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Delaware Business magazine covered a variety of topics – from the construction industry to education. above, the covers of the 2011 issues.


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message from the Chairman & the President

One Step at a Time Tommy Cooper Chairman of the Board


n this space last year, we wrote: “It appears that the recession reached its bottom.” Well–so much for that. The recession is not only still here, it’s deepened. We hoped at the time that our economy would be out of its quagmire. It isn’t. But we also wrote, “Optimism alone won’t stimulate the economy.” And so here were are, embarking on 2012, an election year, with many of the same economic problems of 2011. That doesn’t mean nothing was accomplished. The past year saw some promising glimmers of economic growth, as Delaware made several significant business acquisitions: Bloom Energy could create close to 1,500 high-tech jobs at the site of the former Chrysler factory in Newark. Fisker Automotive, which has already begun to staff the former General Motors’

The past year saw some promising

James A. Wolfe President & CEO

education program, beginning on page 57. Education, clearly, is still at the core of everything we do. Businesses need to stay intimately connected with education reform in order to shape future generations of leaders. This month, Marvin “Skip” Schoenhals, chairman of WSFS Bank and WSFS Financial Corp., spoke at our Annual Dinner about the importance of education reform. In his view, and ours, the business community and education reform are inextricably linked. Speaking of reform, the coming year will bring yet another election cycle, and all the bitterness, name-calling and craziness that comes with it. Take it from us, candidates: steer clear of the Tea Parties and the Occupants and focus your platforms on getting your constituents back to work. We’ve got a hole to dig ourselves out of.  n


glimmers of economic growth, as Delaware made several significant business acquisitions. Wilmington Assembly facility for the mysterious Project Nina, has captured the market on luxury electric cars. The past year also saw PBF Energy Co. restart the Delaware City Refinery, and Johnson Controls Power Solutions Group invest $60 million on a new production and distribution center in Middletown. The Delaware State Chamber of Commerce, along with Gov. Jack Markell and Secretary Alan Levin, realize that economic recovery begins with job creation. As always, the DSCC made its members’ voices heard at Legislative Hall in Dover. This summer, it passed bills that will reduce the cost of doing business in the First State. The State House and Senate agreed unanimously to cut the gross receipts tax, which will make available to Delaware businesses an additional $17 million over the next two years. This legislation also removed around 300 small businesses from the GRT rolls. Senior Vice President of Government Affairs Rich Heffron has the details on page 49. Also, be sure to check out our photo gallery from the latest round of Principal for a Day, Janine Sorbello’s outstanding


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A Healthy Partnership for Delaware's Small Businesses Blue Cross Blue Shield of Delaware understands that providing quality employee health benefits is one of the top concerns among small business owners in Delaware. With this in mind, we have partnered with the Delaware State Chamber of Commerce to bring you exclusive health benefits plan options that are well suited to the needs of small business owners. For more information, please contact the Delaware State Chamber of Commerce at 302.655.7221.

Blue Cross Blue Shield of Delaware is an independent licensee of the Blue Cross and Blue Shield Association.

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delaware state chamber of commerce

2012 Legislative Agenda By Rich Heffron


elaware’s economic challenges looked as though they might be improving as the state experienced an unexpected upswing in revenue last spring. Then a September 2011 report from the Delaware Economic and Financial Advisory Council seemed to say: Not so fast. Revenue expectations for the current fiscal year and next showed a drop in the $300 million range, with the following two fiscal years projecting flat. The slow economic picture is stubbornly persisting, and the questions asked in 2010 and 2011 remain: What legislative and policy changes can be made during this coming session to address the state’s enduring fiscal challenges and encourage economic development? In response the Delaware State Chamber of Commerce’s 2012 legislative agenda for the 146th General Assembly remains the same: address issues that will be crucial to the state’s economic recovery, like fiscal responsibility, education, health care, energy, infrastructure, federal legislation and economic development. State Fiscal Policy

From fall 2008 until fall 2009, the state’s revenue projections decreased with each DEFAC meeting. There was a bit of optimism when, last fiscal year, the state experienced a revenue increase of approximately $600 million across two fiscal years based on the 2009 fee and tax increases, and growth in abandoned property collections. That optimism was muted this past September when DEFAC reported lower revenue projections. Historically the early DEFAC numbers are conservative—which is not a bad thing— because this requires the administration to be cautious when constructing a budget. Hopefully the spring DEFAC projections will be revised upward. It is apparent the economy is continuing its slow but steady growth pattern of the past couple years. This trend, combined with the knowledge that federal stimulus funds are just about exhausted, the DSCC supports efforts by the administration and the General Assembly to continue: •  Reexamining how state government functions •  Implementing restraints on state spending


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Photo by Dick Dubroff/Final Focus

•  Developing new revenue sources without fee and tax increases This is a continuation of efforts started by the Markell administration and the General Assembly following the 2008 economic collapse. With DEFAC extending predictions of slow growth, or no growth at all, continuing through 2014, businesses and citizens will need to continue dealing with a financial squeeze. With the 2012 election less than a year away, policy makers and elected officials are wary of taking additional money out of peoples’ pockets through fee and tax increases. For there to be any hope that the economy’s recovery will accelerate, businesses and consumers must increase investment and spending. Government’s role is to do what it can to help and avoid decisions that can hamper positive economic energy. Call to Action: All state and local governments need to continue cutting expenses and become more efficient while balancing their budgets. Tax and fee increases are not viable options while businesses are still climbing out of the great recession of 2008. Public Education

Delaware’s public schools are improving, but they still need to improve dropout rates, test scores, and preparation for higher education and the job market. President Obama’s aggressive “Race to the Top” educational

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improvement plan, headed by his innovative Secretary of Education Arne Duncan, provides $120 million through a competitive grant awarded to Delaware. This grant money presents new opportunities for public school improvement. Changes that are being implemented include: flexible decision-making capability for each school, measuring student achievement on an ongoing basis, and the state taking responsibility for addressing failing schools and including student achievement as part of teacher accountability standards. Delaware’s businesses, while working with community, education and government leaders, must continue to follow the Vision 2015 roadmap designed for Delaware’s public schools to achieve world-class status. Call to Action: The state, its education community and its citizens must continue to implement the aggressive education reform agenda outlined in Vision 2015 currently aligned with President Obama’s “Race to the Top” education improvement program.

more energy and a cut in cost, but because of federal regulation and construction time this is still years away. This roadblock to economic expansion needs to be resolved if we are going to grow Delaware’s manufacturing base. Delmarva Power, along with other energy providers, is working toward finding alternative sources of renewable energy (such as Bloom Energy and an offshore wind farm) that can not only meet Delaware’s demand, but also offer opportunities for economic development. Still, this will not guarantee lower energy costs. Last year the governor proposed and General Assembly passed legislation that lowered the public utility tax. If Delaware business is going to stay competitive in the global marketplace it is imperative that our state government and business leaders explore every available means of lowering energy costs. Call to Action: It is essential that we look at every opportunity to control energy costs. Delaware must take advantage of its unique opportunities to become a leader in providing clean, reasonably priced energy for its citizens and businesses.

Health Insurance

The passage of the Federal Affordable Care Act transformed the landscape for health care policy and health insurance. It also presents the business community with an ambiguous plan moving forward. The difficulty comes with implementation of changes in coverage, regulations and penalties that are spread out over several years, as well as court challenges that make planning impossible to execute with any certainty. The biggest question mark on the horizon is: What happens if the courts find that the coverage mandate in the statute is unconstitutional, or that the government has limited authority to enforce the mandate? Despite these questions, the state is compelled to move ahead with constructing an insurance purchasing exchange. The Delaware State Chamber of Commerce will continue to keep its members informed about progress in implementing the federal program, and will keep a close eye on any proposed legislative changes so businesses can plan for the future. Call to Action: Business leaders need a clear understanding of the federal law and their obligations under the new statute. What businesses need is a health care insurance system that controls costs and provides the ability for everyone to obtain coverage. Energy

Energy independence, coupled with a stable supply and a reasonable cost structure, is critical to the continued growth of our state’s economy. Numerous manufacturers have stated publicly that high utility costs are a deterrent to expanding and building facilities in Delaware. Furthermore, the construction of a transmission line across the state is expected to provide

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Successful economic development efforts can only succeed if the required transportation, water/wastewater and telecommunications infrastructure is in place. Last year a state task force, including a representative from the Delaware State Chamber of Commerce, studied the long term financial viability of the State Transportation Fund (TTF) that supports improvements to the state transportation system. A report was issued outlining ways of ensuring the TTF will be able to support the states transportation infrastructure needs for the foreseeable future. Some of the proposals will necessitate new means of funding TTF and changes to how the fund is expended. This will require some difficult decisions, but adoption of some of these proposals by the administration and General Assembly is the only path to securing the proper financing of crucial transportation infrastructure improvements. Many projects that will provide Delaware with the much needed infrastructure enhancements can best be accomplished through public/private partnerships. To be successful, our leaders must be innovative in creating partnership opportunities. Offers to privatize infrastructure have been discussed in the past and should continue to receive serious consideration. This is especially important now, when state finances are under pressure. Call to Action: Appropriate investment in infrastructure will foster economic growth. Delaware needs to continue considering all practical proposals that can improve our state’s infrastructure at an affordable cost.


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Delaware must continue to follow the Vision 2015 roadmap designed for Delaware’s public schools to achieve world-class status. Economic Development

All of the topics discussed in the Delaware State Chamber of Commerce 2011 and 2012 Legislative Agendas are essential ingredients for a strategy designed to promote economic development. During Gov. Markell’s first three years in office, progress has been made in expanding the partnership with our institutions of higher education, finding means of generating greater access to venture capital, streamlining the government permitting and regulatory process, looking for global market opportunities, protecting and expanding our manufacturing base, and aggressively promoting what Delaware has to offer to existing and new businesses. It is vital that the scrutiny of the state’s environmental regulatory process, land use policy, education and training programs, infrastructure needs, economic development investment, energy costs and tax structure continue. So far these efforts have paid dividends with the PBF purchase and renovation of the Delaware City Refinery; the medical research consortium with Christiana Care, Nemours, The University of Delaware and Jefferson University; the Fisker takeover of the GM Boxwood Road Plant; plans for the Bloom Energy to construct its east coast plant at the former Chrysler site; and the announcement by several banks


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and companies that they will expand their Delaware operations. Last year the Delaware Manufacturing Association and the Delaware Public Policy Institute, together with DEMEP and the Governor’s office, put together a blueprint for the enhancement of the Delaware manufacturing sector. This blueprint led to the cut in the gross receipts tax and the public utility tax, in addition to cooperating with DNREC and DEDO to make manufacturing in Delaware more appealing to existing companies and those in other states and countries that are looking for locations for new facilities Call to Action: Delaware’s economic development success stories have been accomplished through the joint efforts of the federal, state and local governments, our colleges and universities and the business community. We must continue to find ways to encourage Delaware businesses to expand while attracting new businesses. It is imperative that the manufacturing blueprint be further refined in ways that will create more manufacturing jobs. Successful economic development efforts create jobs and that is the cornerstone of a healthy and vibrant state economy. Federal Legislation

We will continue to keep a close watch on the new federal health care law as well as other issues on a federal level. One of the most important areas of concern is legislation that will challenge Delaware’s position as the corporate capital of the world. Federal bureaucrats have stepped up their efforts to expand their authority to the areas of environmental regulation, employer/employee relations, and health care. Some of these regulatory changes can have an impact on business that will result in negative economic consequences. The message to our congressional delegation is that the outcome of these legislative and regulatory changes can have a profound effect on the Delaware business community. It remains important that we provide affordable health care, meet the challenges of efficient energy production and climate change, protect workers’ rights and address corporate abuse, but do so in a way that does not unfairly hurt Delaware’s economy. Call to Action: Make certain that our representatives in Washington understand the consequences of federal legislation and regulation for Delaware and its business community. Since September 2008, Delawareans have contended with enormous challenges to our economic viability, fiscal stability and the capacity to meet the needs of all our citizens. Working together we have achieved success overcoming many economic hurdles. These improvements in Delaware’s economy been accomplished through a long and difficult journey, but we still have a long way to go. Working together we can meet the expectations of all Delawareans.  n

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Drive to Thrive Q&A with Dee Cairo and Frank Montisano By Jennifer Lilley

and notes

Five years ago Denise Cairo realized that her business needed to change. TechniCare had been a successful laser-, printer- and ink jet service company, but as the world was evolving, technology was right at its heels. Printers and copiers were merging to become one new and improved machine, and TechniCare was in jeopardy. Cairo could sell TechniCare, switch to selling hardware, or completely leave the industry. In the midst of difficult economic times, Cairo took a chance and decided to fight back. She and a long-time business acquaintance Frank Montisano decided to merge their two businesses to produce an entirely better service. Montisano owned Excel Business Systems, which had been Delaware’s premier copier sales and service company for almost thirty years. By combining TechniCare’s printer services with Excel’s copier services, they were able to evolve with technology and override the struggling economy, a maneuver they coined, “Surviving to Thriving.” Cairo recently illustrated her tactics in a workshop with the Delaware State Chamber of Commerce, and plans to continue sharing her story in hopes of helping others achieve the same.

Photo by Terrence Roberts Photography

Montisano: In 2010 we had a 20 percent increase over the previous year. We’re ultimately a service company regardless of the product, whether it’s copiers or printers or network computers, at the end of the day we’re a service organization. So by staying laser-beamed on that one word, service, we’re finding the success. Cairo: As leaders you’re called to create the thriving mindset versus surviving. When you lead a group of people, I believe when you put yourself in that role as an entrepreneur or business owner, you are called to create a mindset or energy or a culture.

Tell us about the merger between your two businesses.

What is your message to the businesses out there?

Cairo: People are better together than they are separate, and when we were really looking at his [Montisano’s] business model and our business model, there were a lot of things that were really similar in our philosophies about business, and our commitment to our customer service and to the community. It has been, ‘How do we take these two businesses that are over twenty years old each, and we’re a little bit set in our ways, but looking at new ways of doing business, new ways of embracing technology, investing in our business, our tools, our staff?’ After all that's our name, and so with that in mind we just continue to create different goals and different benchmarks and contiue to reach them.

Montisano: My advice would be to embrace change. No one likes change, and we certainly have been through our share of it, but if we’ve learned any lesson over the last five years it’s that we must change, we must grow, and we must keep evolving every single day.

What made the merger successful?

Montisano: I think what made it successful, regardless of all the challenges that there may have been, the common goal was to give our end-user, our clients, a better service, a better company to deal with. So many of our clients were shared, we had the same commonality. Now we’re able to go back to them as one, and the one definitely is a stronger business than either company was prior to it. How did you turn the corner to thriving? Was

What are some little things businesses can do to get them through a rough patch? And how can Excel Business Systems help?

Cairo: I believe anything that can increase an organization’s efficiency affects the bottom line. If you can take your current processes and really have someone from the outside come in and help you assess your processes and get a birds-eye view of how you create, share, scan, store and destroy. Then we can start finding areas where you’re wasting time and money. It can be in downtime, it can be that machines are breaking because the endusers are doing a process that’s overtaxing the machine, and you could have the wrong machine in that department. We come from a consultative approach and really look at their overall processes and see where they may be wasting time and money. Also what that is doing is frustrating their employees, and they’re not operating at full potential because they’re standing around waiting for a machine that is having jams or malfunctioning.

there a specific point you realized you were no longer simply surviving? D e l awa r e

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Howard Pyle shaped the image of the modern-day pirate, experts say. See the Brandywine Valley illustrator’s work on display this year at the Delaware Art Museum.

A New Perspective on Pyle Delaware Art Museum rings in its centennial with special exhibits By Katie Dunn

Classical, American artwork—pillars of the fine arts scenes of New York City and Philadelphia—is right in our backyard. And the Delaware Art Museum is home to original works by one of America’s greatest illustrators and storytellers: Howard Pyle. Delaware’s legendary illustrator might not be a household name, but Dr. Danielle Rice, the museum’s executive director, is ready for more people to discover Pyle. “I am excited for people to rediscover and associate the name with images that they are familiar with already. For example if you’ve seen Pirates of the Caribbean, you’ve seen Howard Pyle’s pirates. Nobody knows that he is the one who initiated that perspective of a pirate.” New perspectives and a big anniversary surround Howard Pyle: American Master Rediscovered, a special exhibit running now through March 4 at the Delaware Art Museum. It coincides with the 100th anniversary of the gallery opening its doors. Though Pyle’s work has been on display at the Brandywine River Museum as well as the Delaware Art Museum in the past, this exhibit will provide visitors with a fresh perspective of the artist. It reveals the influence and relations of the art and culture of Pyle’s time, which spanned from 1853 to 1911. November 2011 marked the 100th anniversary of Pyle’s death, and the museum would not have been founded if not for this sad occasion. The museum opened in 1912 as a place to house the


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collection of Pyle’s works. A group of his students, friends and followers formed a group called the Wilmington Society of the Fine Arts. The original mission of the museum was to “promote the knowledge and enjoyment of and cultivation in the fine arts in the state of Delaware.” That mission is essentially the same today, Rice says. The museum wants to continue to be an essential community resource and encourage creativity. Celebrations of the centennial are numerous, and began with a screening of a Pyle documentary on November 9, followed by a gala celebration. A family day where kids were encouraged to dress up as their favorite Pyle character. Kids were asked to re-create fantasy pieces by the artist that features mermaids, pirates and more. Howard Pyle: American Master Rediscovered and its related celebratory events are not the only ways the museum is commemorating its centennial. Other exhibits include Masterpieces in Miniature: Howard Pyle, which also began in November and runs through January 8, showcases local miniaturists’ recreations of Pyle’s art in a three-dimensional way. Outlooks: Artists of the Studio Group began in December and runs through January 15, and features a variety of works by members of the Studio Group, Inc. 100 Works in 100 Years will showcase the growth and development of the museum’s and the Copeland Sculpture Garden’s permanent pieces.

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Brandywine Zoo Welcomes New Tiger quite nicely. In one such exercise, the zookeepers hide food around Zhanna’s habitat and the young tiger must uncover the concealed treat. Zookeeper Dawn Grazela says, “I have been impressed with Zhanna’s sense of smell. Once she catches a whiff of a piece of meat, Zhanna darts right after it.” Much like fingerprints, every tiger has one-of-a-kind stripes. Zhanna has a striking orange and black coat with white pervading her underbelly, face and tail. Tigers also possess characteristics, unique unto themselves. Zhanna’s playful personality depends on the time of day, according to Klein. “Every animal has its own quirks. Zhanna has a great personality, but she is certainly not a morning tiger,” Klein says. “Her personality is quite different in the afternoon. She loves playing with boxes with surprises inside.” Before even passing through the zoo’s entrance gates, one realizes what a star attraction the tiger is at the Brandywine Zoo. Waiting impatiently at the ticket window with their parents, children discuss their favorite animals with siblings and new acquaintances. Zhanna is always a prominent conversation topic. “The tiger is an icon animal at the Brandywine Zoo,” Klein says. “During the period before Zhanna arrived, people asked questions about when new tiger was coming. Everyone has their favorite animals, but tigers are so beautiful and so unique, people seem to make a connection.”


In October, an animal from St. Louis was warmly received by visitors of the Brandywine Zoo. Zhanna, a three-yearold Amur tiger, made the trip from the St. Louis Zoo to Wilmington. After only a few months she is already a big hit. Running out of habitat and being poached, Amur tigers are threatened in their native eastern Russia and northeast China. Found orphaned, Zhanna’s father became part of Association of Zoos and Aquariums’ Tiger Species Survival Plan. With only a small population of 500 Amur tigers living in the wild, the plan aims to maintain a healthy population in zoos across North America. About 300 tigers currently comprise the AZA’s program. Assistant curator of animals Lynn Klein explained that Zhanna was recommended to prowl the AZA-accredited Brandywine Zoo. “The AZA keeps a list of every animal in the survival plan, including age, gender, and lineage,” she says. “Ashley, our tiger of approximately twenty years, passed away about a year ago. The organization told us that when we were ready, they had a tiger they wanted to place here.” So in late June, Zhanna arrived in the First State. Disoriented after the long trip, Brandywine zookeepers placed her in a standard one-month quarantine as the tiger acclimated herself to new surroundings. Watching Zhanna eagerly take on in her daily enrichment activities, she seems to have adjusted


By Dante LaPenta

Zhanna the tiger is Brandywine Zoo’s newest resident. Photo courtesy of Brandywine Zoo

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n e wN s ea wnsdm n ak oe tr es

Marketing Ordinary vs. Marketing Extraordinary Five steps to maximize your marketing strategy

m e mb e r

By Dave Moffitt

Extraordinary marketing can produce exceptional results-on this, most business owners would agree. So why is most marketing so ordinary? Many business owners view marketing tactically, that is, if they can find the time to think about it at all. It’s no secret the typical business owner has a lot to juggle. It is understandable that marketing doesn’t always get as much attention as it deserves. And when it does get attention, it is often more distracted than focused. But time spent designing and implementing a marketing strategy will pay remarkable dividends. The secret to becoming an extraordinary marketer is to know the difference between strategy-based marketing and tactical-based marketing. Simply put, a business that has a strategy is miles ahead of a business that just implements the latest marketing tactic. Once a strategy is in place, a business owner can select the best tactics. Instead of doing what has always been done, or what the competitors all do, or what was in an article last week, a business owner can implement a systematic approach that brings clarity and control. In many cases, marketing costs will drop but effectiveness will increase. Practical Steps for Crafting a Marketing Strategy that Gets Results

It is one thing to talk about marketing strategy. But how do you execute that action into something that will get results? The first step to creating a marketing strategy is to define your ideal client. Before saying anything about your business, know who you want to say it to and what they will find attractive about your product or service. Here are five steps that will help: 1. Focus on profit. Create a spreadsheet and list your clients. Focus on the amount and type of business you do with each client. Also, focus on the data from a profit perspective. What jumps out at you? Are there some insights here? Often the most surprising discovery is that there are some clients who simply are not profitable. When you take a hard look at this spreadsheet, you see which types of work and what types of client are the most profitable. 2. Who refers? So you have a list of the most profitable work and clients. Now add another layer of analysis by asking: Who refers my business? Those who refer are the ones who see the most value in what you bring to the table. (An important aside:


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if you are like most business owners, you find that the clients who are the most profitable and most value what you do are also the ones you most enjoy doing business with regardless of the money or the referrals). 3. Think demographically. Now that you have a list of who is the most profitable and who refers, start thinking about these clients. What do they have in common? Maybe it is a specific type of business. Maybe you notice other things--outlook, age, lifestyle. What you focus on and how deeply you need to drill down will be dependent on the specifics of your business. Don’t rush through this step--see what connections and commonalities you can discover. 4. Client behavior. What triggers your ideal client to come looking for your products or services? (Hint: Find effective ways to survey those who already do business with you and ask this very question.) Do your business targets all attend the same trade shows that you might not otherwise attend? Which non-business interests do they pursue, and do you have a similar interest that can form connections? Again, taking a little time with this as this type of brainstorming can lead to some great breakthroughs. 5. Create the biographical sketch. Take everything you have learned in steps one through four and create your ideal client profile. The result should be a profile that allows you to answer “how would I spot my ideal client?” in the most detailed way possible. Of course, for some businesses it will be appropriate to have more than one ideal profile. Where does your ideal client hang out? Where does he surf the web? Maybe you should be there too. Now that you’ve located clients, what should you say to them? This is where you want to develop your core message. Some businesses already have a unique position. In this case, the message just needs to be defined and communicated effectively. For other businesses, a more substantial change is in order. A good way to attack the idea of a core message is to imagine this simple scenario: Your ideal client walks up to you, looks you in the eye and asks, “Why should I do business with you?” If you give a clear, confident and appealing answer, then you have a core message.

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news and

Mountaire Farms is a leading verticallyintegrated poultry processor, servicing customers from coast to coast and internationally


Dave Moffitt is a business owner and a member of the Duct Tape Marketing Network. His website,, offers a free report, “7 Steps to Small Business Marketing Success” that expands on the ideas presented in this article.

m e mb e r

One warning: If your answer to the above is “We provide great service,” or “We do quality work,” you need to dig a little deeper. Almost every business says this. Here are a few conversation starters that can get you on the path to an impactful core message: 1. “We guarantee…” (Start with something that grabs attention. If it makes you a little nervous, it’s working.) 2. “The problem we solve is…” (Make sure you name a problem that frustrates your ideal client.) 3. “The way we deliver value is…” (What extras do you provide that you take for granted but your clients might love? Don’t know? Just ask them.) 4. “We do the same thing our competition does, but we deliver it in this unique way…” (Explain, for example, that you package your services at set prices when everyone else charges hourly.) With a well-defined ideal client and a core difference that appeals, you now have a filter to evaluate tactics. How much time should you be spending on social media and where? What is the best use of your advertising dollar? Business owners who take the time to craft a strategy will find it adds dollars to the bottom line, and sense to their marketing.

. . .

Mountaire Farms is committed to: Protecting the environment now and for generations to come Preserving farming and the family farm here on Delmarva

Being a valued member in the communities where we live, work, play and pray

Mountaire Farms P.O. Box 1320 Millsboro, DE 19966 (302) 934-1100

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Visit Our New Location January 2012 Rodney Square • 1000 North King Street Wilmington, DE


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Tabletop Networking Mixer

September 22, 2011

September 27, 2011

from left: James Wolfe, Mark Stellini and Alan Burkhard at the 2011 Delaware Business Leaders Hall of Fame induction ceremony at the Delaware Museum of Natural History. Wolfe and Burkhard were 2011 inductees. Photo by Dick Dubroff/Final Focus Photography

Representatives from Wilmington University network with guests at the 10th annual Joint Tabletop Networking Mixer, held at the Chase Center on the Riverfront.

Tabletop Networking Mixer

Small Business Alliance Workshop

September 27, 2011

October 4, 2011

Dina Orpello and Greg Ballance from Diamond Technologies pose for the camera at the 10th annual Joint Tabletop Networking Mixer, held at the Chase Center on the Riverfront.

The panel of experts that dispensed business tips from Junior Achievement of Delaware, Inc. included Bill Parks, CFO of Colonial Parking, Richelle Vible, executive director of Catholic Charities, and Stan Diver of Diver & Associates, LLC.

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B u s i n e s s     Januar y / Febr uar y 2012


Junior Achievement


State Chamber Scene


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CHA NM ew B ER s m aNE k eWrSs STATE

Legislative Forum

Evening Mixer

October 5, 2011

October 13, 2011

James Wolfe of the DSCC (left) and Ted Prushinski of Citizens Bank (right) pose with Royal Bank of Scotland’s Chief Economist, Andrew McLaughlin (center) at the University of Delaware Goodstay Center.

Susan DeNardo of American Lung Association of Delaware talks with William Swezey of Data Management Internationale at the Non-Profit Meet & Greet Evening Mixer at Deerfield Golf & Tennis Club.

Evening Mixer

Networking Breakfast

October 13, 2011

October 18, 2011

Denise Tolliver of Delaware Futures addresses the crowd at the Non-Profit Meet & Greet Evening Mixer at Deerfield Golf & Tennis Club.

Attendees mingle among the storefronts at Christiana Mall during the DSCC’s Networking Breakfast.


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NSTATE ewsma CHA ker MsB ER

Health Care Committee

October 18, 2011

October 27, 2011

Gary Pawliczek of Ameriprise Financial examines his goodie-bag at the Networking Breakfast at The Christiana Mall.

Dr. Robert Laskowski, CEO of Christiana Care Health Systems, presides over the October meeting of the DSCC Health Care Committee.

Superstars in Business Awards Luncheon

Leadership Breakfast

November 9, 2011

December 1, 2011

The crowd files in and mingles prior to the 2011 Marvin S. Gilman Superstars in Business Awards Luncheon, held at the Gold Ballroom at the Hotel DuPont.

William Swezey (left) and James Liu (right) with keynote speaker Thére du Pont, the president of the Longwood Foundation.

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B u s i n e s s     Januar y / Febr uar y 2012


Networking Breakfast


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development economic

DEDO Digs Deep for Economic Growth By Alan Levin


n June 2010, I joined Gov. Jack Markell on an open field on a 550-acre airpark in Middletown. We were there to celebrate the groundbreaking on a new expansion project at Summit Aviation, a subsidiary of Greenwich AeroGroup. The parent company planned to invest $12 million in the project, which would build new facilities and renovate existing space. The Delaware Economic Development Office awarded Summit Aviation a performance-based grant to support the company’s investment—one that assured its commitment to Delaware and would create new jobs. There was much to celebrate. And so, we put on yellow hard hats and ceremoniously dug our shovels in a mound of dirt. A year later, that dirt was covered by a new 37,400 square-foot hanger, a 9,200 square-foot paint facility, two cold storage units and an additional 11,400 square-feet of support and office space. Summit Aviation had already added 31 people to its workforce with plans to hire about 150 workers in the near future. Summit’s parent company could have expanded in any of their facilities around the country, but they chose Delaware. Now, more Delawareans will join the ranks of Summit’s talented and skilled workforce, some of whom have held


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careers at the site for decades. They include people like Ralph “Bucky” Buckingham, who retired last year after 51 years of dedicated service to the company. It was a collaboration of Delaware’s business environment, its workforce and its community support that propelled the success of Summit Aviation. I was proud to be part of the celebration and witness the results of the state’s investment in the project. In fact, we celebrated several success stories last year. Among the most reported, Bloom Energy will build its new, high-tech manufacturing hub in Delaware. The investment could create up to 1,500 high-tech jobs between the company and its suppliers at the site of the former Chrysler factory in Newark to manufacture Bloom Energy Servers, which are already helping to power companies like Google, FedEx, Coca-Cola and WalMart. In addition, an estimated 350 construction jobs will be needed to complete the project with production to begin during the last quarter of 2012. The project is a testament to the collaboration between the public and private sector. It was subject to a final agreement with Delmarva Power, as well as the passage of enabling legislation and regulatory approval.

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Earlier in the year, Johnson Controls announced it would invest more than $60 million to build a production and distribution center for lead acid batteries in Middletown. If the new facility had located out of state, the company would have reduced employment in Middletown by 135 positions. Instead, the new 400,000-square-foot facility opened in September and is on target to create 67 new, full-time jobs by June 2012. Last summer, M&T Bank announced it would build a new $20 million, 20,000-square-foot data center in its existing operations facility in Millsboro. The project is estimated to be completed in early 2012. Currently, more than 450 employees work at the bank’s facility in Millsboro and approximately 116 jobs will be added. Pyramid Transport, Inc. opened a new 10,000-square-foot corporate office in Bridgeville. The company currently employs 49 full-time and 35 part-time workers. The expansion facilitates the hiring of another 10-15 full-time positions, as well as additional part-time workers. Hawker Beechcraft Services will open a new aircraft maintenance facility at the New Castle Airport. It plans to open in the second quarter of 2012 and they expect to create 100 new jobs over the next five years. Last September, Capital One committed to expanding its Delaware workforce by 500 jobs, following its announcement to acquire Delaware‐headquartered ING Direct USA and HSBC’s domestic credit card business. The jobs will be in addition to all of the ING and HSBC employees that will become Capital One employees after the acquisitions. Just a few months ago, Computer Aid, Inc., announced it will expand its existing business currently located in Wilmington. The company already added 138 workers and will hire another 113 by the end of 2012. After the expansion – which will occur at CAI’s service center in Newark, the company will employ 455

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B u s i n e s s     Januar y / Febr uar y 2012


Economic prosperity comes when the public and private sectors work together—and get their hands a little dirty. Success stories from 2011 include Summit Aviation, Bloom Energy, Pyramid Transport, Hawker Beechcraft, and many more. Photos courtesy of DEDO

in Delaware and 800 regionally. These jobs impact all of us—whether you’re an executive or employee at one of these companies, or a worker at a direct supplier, a community grocer or restaurateur down the road. In the year ahead, we will continue to invest in businesses with growth potential in Delaware—those expanding their footprint here; those with rising demands for products and services; those developing new research and innovations; and, those that offer the promise of new jobs. Additional programs will support small businesses and help create jobs in a rapidly changing economy. They include our newest program, the State Small Business Credit Initiative. An important component of the Small Business Jobs Act, Delaware’s approved plan dedicates $12.1 million to the Delaware Strategic Fund, and $1 million to the Delaware Access Program to support new private lending in the state. Together, these efforts will contribute to restoring our state’s economic prosperity in the years to come.  n


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6-year-old John S. is just one of about 20,000 local patients who will need a blood transfusion this year.

John has Diamond Blackfan Anemia and needs blood every 3 weeks to survive. Save the life of patients like John.

1 888 8-BLOOD-8 22

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ank you to the 46,676 local blood donors who provided 77,040 red cell, platelet and plasma donations which produced 169,775 blood products.

Be Someone’s Hero. Give Blood. Januar y / Febr uar y 2012    D e l a w a r e B u s i n e s s

1/11/12 1:30 PM

ae y ba cr d ei n fgr e v i e w

2011: a year with the chamber Gov. Jack Markell spoke at the 2011 Spring Legislative Brunch and Manufacturing Conference at the Sheraton Dover Hotel.

  From left, Alan Burkhard, Laura and Jim Wolfe, and Sarah Burkhard pose during the Junior Achievement Delaware Business Leaders Hall of Fame induction ceremony. Photo by Dick Dubroff/Final Focus

  Delaware Humane Association brought some furry colleagues to a DSCC Lead Group meeting in February.

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B u s i n e s s     Januar y / Febr uar y 2012


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in a brced ve ie fg w year

In February the DSCC presented photo plaques to the 2010 winners of Marvin S. Gilman Superstars in Business awards. Those included Laura Novak Photography (left) and Habitat for Humanity (above)

  The ol’ ballpark was an ideal backdrop for a April Networking Breakfast. Chuck James (left) of the DSCC chatted with Doug Waltz of Liberty Mutual at Frawley Stadium in Wilmington.


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Alternative Dispute Resolution UCC/Secured Transactions

Employment Litigation

Corporate Counseling & Governance Bankruptcy & Reorganization

Health Care

Mergers, Acquisitions & Divestitures

Public Utility Regulation & Litigation

Products Liability & Personal Injury Corporate Litigation Internet & Technology

ae y ba cr d ei n fgr e v i e w

Business & Commercial Litigation

Structured Finance

Employment & Labor Counseling Intellectual Property Litigation

Employee Benefits & Executive Compensation Construction

Alternative Entities Litigation

Real Estate & Land Use

Banking & Finance

Taxation, Trusts & Estates Insurance Recovery Litigation & Advice Alternative Entities Counseling & Governance Intellectual Property Patent Procurement & Trademarks

Potter Anderson & Corroon LLP 1313 North Market Street, P.O. Box 951 Wilmington, DE 19899-0951 Phone (302) 984-6000

w w w. p o t t e r a n d e r s o n . c o m D e l awa r e

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in a brced ve ie fg w year

  Joe Masiello, the 2011 Delaware Teacher of the Year, took a moment to pose with his Cab Calloway students during the DSCC’s Leadership Luncheon program in May at the Dupont Country Club.

  At the launch of How Delaware Compares, Jim Randall, Charlie Tomlinson and Mike Uffner (from left) networked at the Wilmington Club. How Delaware Compares is a collaborative effort of the University of Delaware and the Delaware Public Policy Institute.


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  Dee Cairo of Technicare presented “A Practical Path to a Paperless Office” to the Small Business Alliance in May.

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year in review

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review in year

  Attendees of an August Networking Breakfast at the Grand Opera House got an up-close look at a historical retrospective of Wilmington’s Market Street.

  At the End-of-Session Legislative Brunch, Attorney General Joseph R. “Beau” Biden, III addressed topics such as chronic environmental violators, drunk driving laws, and foreclosure regulations. The session was held at Dover Downs in June.   Networking was the name of the game at the 10th Annual Joint Tabletop Networking Mixer, held on September 27 at the Chase Center on the Riverfront.


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o t s ’ e r

in review

e H

AAA would like to recognize all the organizations that make up our vibrant business community.

© 2011 AAA Mid-Atlantic

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11_241 DE Biz Mag Ad v6.indd 1

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AAA. Use it for all it’s worth.®


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review year


  Aside from abundant networking opportunities, the guests at this July Networking Breakfast got a great look at the University of Phoenix’s Wilmington Campus.

  Grant Firestone, from the office of New Castle County President Tom Kovach, and DSCC events manager Lisa Prickril pose at a September Evening Mixer at the Bellmoor Inn and Spa Hotel in Rehoboth Beach.   Dave Wolfenden, Dominic Mazza, Kevin Broadhurst and Jeff Benderoth line up at the 18th Annual Chamber Chase Golf Tournament at King’s Creek Country Club in Rehoboth Beach.


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year in

What can a pharmaceutical company do to help people afford their medicines?


What are the AstraZeneca AZ&Me Prescription Savings Programs? Programs that provide AstraZeneca medicines at no cost to qualifying people with no prescription drug coverage or Medicare Part D enrollees who experience difficulty affording them.

Who is AstraZeneca? AstraZeneca is a pharmaceutical company that makes brand-name prescription medicines and has offered prescription savings programs for over 30 years. The AZ&Me Prescription Savings Programs have over 20 AstraZeneca medicines available in the program. To learn more about the program or see a complete list of available medicines please scan the tag below or visit

Call. Ask. Enroll. 1-800-AZandMe (1-800-292-6363) or

Full Prescribing Information is available at, or by calling AstraZeneca at 1-800-236-9933. You are encouraged to report negative side effects of prescription drugs to the FDA. Visit, or call 1-800-FDA-1088.

AZ&Me is a trademark of the AstraZeneca group of companies. ©2011 AstraZeneca Pharmaceuticals LP. All rights reserved. 1567703 12/11

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1/11/12 1:30 PM

review year


  Gov. Jack Markell, Sen. Tom Carper, and many other local luminaries turned up for the ribbon-cutting ceremony at the Queen Theatre in April.

  The challenges to local business was the topic of a roundtable discussion in March. Sen. Chris Coons, Delaware Economic Development Office Secretary Alan Levin, PNC Bank President Connie Bond Stuart and AAA Mid-Atlantic CEO Don Gagnon took part in a discussion led by DSCC President and CEO Jim Wolfe.   Lt. Gov. Matt Denn poses with winners of 2011 Superstars in Education award.


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1/11/12 1:30 PM

Delaware Business 112311_Layout 1 11/22/2011 4:26 PM Page 1 year in

Macro view. Micro focus. One law firm.


The attorneys at Saul Ewing examine legal issues through different lenses, combining big-picture analysis with scrutiny of the finer details. Getting multiple perspectives from the same law firm gives our clients a singular advantage.








Celebrating 90 Years

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“I know exactly who you should call.” In the Delaware Valley… People who know, know BDO.


Strategically focused. Remarkably responsive. The experienced partners and professionals of BDO provide assurance, tax and consulting services to serve the Delaware Valley. Tom Shopa, Partner BDO 270 Presidential Drive Wilmington, De 19807 / 302-656-5500 WilmingTOn | RehOBOTh Beach | mORe Than 40 OfficeS naTiOnWiDe © 2010 BDO USA, LLP. All rights reserved.

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1/11/12 1:30 PM

review year


  Fred Miller of Miller Publishing stops by the Christiana Care display at the March Wellness at Work Convention from UD’s Clayton Hall.

  Former WHYY news anchor Nancy Karibjanian, now the vice president of Delaware First Media, spoke at a February Women in Business Committee Meeting at the DSCC Boardroom.

  Mike Vanderslice and Mike Pfeifer ring in the season at the Young Executives Holiday Mixer at Piccolina Toscana in December.


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year in review






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B u s i n e s s     Januar y / Febr uar y 2012

*New Castle County adults.

Source: Thoroughbred Research, 2010.


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Small State, Big Job Nearly two years after placing first in the federal Race to the Top grant competition, Delaware is in the midst of turning our public education system into one that our children can count on to prepare them for the future. Our opportunity for reform is unprecedented, yet putting the state’s ambitious plan into place is a challenge. Are we up to it? In 2009 we designed the plan, and in 2010 we laid the groundwork. Now in 2011 and 2012, it’s time to implement these plans, perhaps the hardest

“Education is everything in today’s globally competitive environment.” — Delaware Governor Jack Markell State of the State Address, January 2011

work of all. All the efforts ahead are important, but a few immediate priorities take precedence for the coming year:

Teacher Evaluation System

Early Childhood Education

Determining how student performance factors into the evaluation and development of teachers and principals is difficult, but necessary. The extension granted by the U.S. Department of Education to finetune the Delaware Performance Appraisal System (DPAS II) will last until spring 2012. Getting it right is the foundation for making sure we have the best educators possible in front of every child in the state. It’s also critical to prevent the loss of more than $10 million in federal funding.

We must start early if all of our students are to succeed. Effective implementation of Governor Markell’s $22 million commitment to strengthen early childhood education is crucial — not only for meeting the needs of our youngest learners, but for bolstering the K–12 work underway through Race to the Top. Our goals are to increase participation in the Delaware Stars quality rating program, improve training and compensation for early childhood providers, strengthen the alignment of services, and enable every child to arrive at school ready to learn.

Partnership Zone Schools

Flexible Funding

Making sure that these schools can dramatically change the lives of the children they serve is crucial, as both the state and the United States have placed big bets on the importance of turning around lowperforming schools. Ten "PZ" schools will receive millions of dollars to redesign themselves in ways that will dramatically improve student performance. We need to do everything we can to help these schools and prove that change is possible.

We need a fair, flexible, and student-focused funding system. It is imperative to re-examine how we spend limited public education dollars and direct those resources to better support every Delaware student. Our current “unit count” system that served our state for nearly 70 years no longer meets student needs. Our goals are to provide school leaders with the flexible funding they need to support continuous improvement, encourage innovation and collaboration, and hire and retain the best teachers.

Vision 2015 is a coalition of public, private, and civic leaders from across the state united around a common purpose: to provide an excellent education for all of Delaware’s children — no exceptions, no excuses. Since it was created in 2006, Vision 2015 has grown from an idea to a cause to an effective agent of change. This report is a statement of Vision 2015 priorities and of the progress that all of us — the state, our educators, our business and philanthropic communities, our lawmakers, our parents and citizens, and our students — have made to help create the best schools in the world for Delaware’s children. We use the iconic image of the apple as an indicator of educational progress. The fuller the apple, the closer we have come to our goals.

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Set Sights High as Delaware redesigns assessments, curriculum, and standards to align them with the world’s best, while preparing students for college and careers.

PROGRESS  Adopted international Common Core Standards and began training with more than 9,000 teachers.

 Launched the online, adaptive Delaware Comprehensive Assessment System (DCAS) to measure student progress, improve instruction, and provide quick information to teachers, parents, and students.

 Offered the SAT free to all 11th grade public school students, plus college courses for high school students and pre-AP courses for middle schoolers.

 Employed data systems to help teachers improve instruction so students learn well: placed 29 data coaches in schools and began using video feedback for teachers.

WORK AHEAD  Join other states in adopting a “Common Core platform” to help teachers and students track their progress.

 Complete preschool to college coordination efforts currently underway to share student data among state agencies and higher education institutions.

 Complete statewide education portal with information on pre-K programs, K–12 schools, and higher education to help families make informed choices.

 Provide meaningful additional time for academics, enrichment, and teacher collaboration and planning.

 Provide online learning opportunities with relevant, challenging coursework that allow students to work at their own pace.

 Develop more concrete measures of college readiness and increase the rigor of graduation requirements.

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DCAS: HOW DELAWARE IS RAISING THE BAR During the 2010–11 school year, Delaware students took the Delaware Comprehensive Assessment System (DCAS), a first-of-its-kind computer testing system that tracks students’ growth throughout the year. DCAS assesses students on more rigorous, nationally benchmarked standards, raising the bar on student achievement statewide. Despite an initial dip in scores, DCAS provides a clearer picture of how Delaware students compare with peers in the United States and abroad, critical to preparing our students to compete in the global economy.

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Invest in Early Childhood Education (ECE) so that every child enters kindergarten ready to learn. Make high-quality early childhood education widely available, especially to at-risk children.



 $22 million investment in early childhood education

 Professionalize the field for early childhood educators by

passed by Delaware legislature to improve support programs and reimbursement for ECE providers as they work to increase their quality ratings.

 Delaware Stars for Early Success program improved early childhood education in more than 30 percent of centers serving more than 80 percent of high-need children.

 More Early Childhood Centers earned excellent state

creating career pathways and improving pay.

 Strengthen coordination among child services agencies, early childhood providers, and schools.

 Establish a kindergarten readiness system to help tailor instruction.

 Increase family and community engagement.


 Support of public-private partnerships, such as the newly revamped Delaware Early Childhood Council that aims to provide enrichment to children from birth through age eight.

EARLY LEARNING CHALLENGE FUND On June 30, 2011, Delaware’s legislature approved Governor Markell’s $22 million investment proposal for early childhood education. The money helps subsidize child care and offers incentives for child care providers to earn quality ratings. It also positioned Delaware to compete for the federal Early Learning Challenge Fund, also known as “Baby Race to the Top.” In July 2011, Delaware, along with 36 states and the District of Columbia, formally announced its intention to apply for the federal grant. In October, Delaware crafted its application with the help of hundreds of stakeholders, including the Department of Education, Children’s Department, Health and Social Services Department, child care providers, nonprofit organizations, foundations, health care groups, and parents and families. The state also established seven Early Childhood Action Teams (ECATs) to assess how Delaware stacks up against the federal government’s criteria and shape the plan accordingly. Delaware could win up to $50 million of the Early Learning Challenge Fund’s $500 million in grants to improve learning and development opportunities for low-income children. Providing every Delaware child an excellent start is critical to help the state reach its education goals.

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Develop and Support High Quality Teachers in every Delaware school and provide the professional support they need to succeed.

PROGRESS  With the help of 300 educators, further developed the Delaware Performance Appraisal System (DPAS II) to measure student growth for use in teacher evaluations.

 Trained educators in the Vision Network’s 26 schools to improve school leadership, instruction, and student achievement.

 Recruited more teachers to the Delaware Teaching Fellows program, which places highly qualified teachers in high-need schools.

 Established Delaware as an official Teach for America region with corps members teaching more than 3,000 students in high-need schools.

 Expanded alternative certification paths for teachers of hard-to-staff subject areas, such as math, and those joining high-need schools.

 Launched STEM residency at the University of Delaware to train and place science and math teachers in high-need schools.

WORK AHEAD  Ensure that DPAS II contains appropriate measures for all subjects and all grades.

 Support programs such as The New Teacher Project's Delaware Teaching Fellows to ensure that high-need students get outstanding teachers.

 Create new teacher career paths such as mentor and master teacher.

 Help advance legislation encouraging the earlier hiring and retention of great teachers.

 Measure and report the effectiveness of educator preparation programs and provide incentives to expand successful ones.

“Never before in my 28-year history of working in our state have I felt such a sense of hope.” — 2011 Delaware State Teacher of the Year Joe Masiello

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Empower Principals to be great leaders with the knowledge, authority, and flexibility to get results.



 Launched the Delaware Leadership Project to offer

 Give principals more hiring and budgeting freedom.

alternative certification to aspiring principals.

 Hired development coaches to help principals evaluate educators.

 Increased use of School Administration Manager (SAM) programs in schools to help principals better manage their time.

 Worked with 26 principals and their leadership teams in

 Utilize DCAS results on student achievement growth to inform teacher evaluation, professional development, and teacher promotion and removal.

 Provide leadership coaches to work with 40 novice principals and principals in high-need schools.

 Begin evaluating educators based on DPAS II.

Vision Network schools.

“As a principal, I’ve learned to share decision-making with teachers … for the betterment of our kids’ education, it was the right thing to do.” — Mark Steele, Principal, Indian River High School

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Encourage Educational Innovation and Require Accountability, engaging educators, families, legislators, businesses, and the public.



 Offered bonuses to attract and retain highly effective

 Continue to help schools implement turnaround plans.

educators to teach hard-to-staff subjects such as math.

 Provided professional development support.  Continued to support programs like the Learning Link’s Delaware Parent Leadership Institute (DPLI) that trains parents to better understand school data.

 Since 2006, the private sector has supported and invested $16 million to launch the Vision Network, conduct cost efficiency studies, and strengthen ECE programs.

 Gave $150,000 in academic achievement awards to

 Clarify consequences for schools that do not improve by the Partnership Zone deadline.  Expand access to respected teacher preparation programs to recruit outstanding educators.  Create policies that encourage growth and replication of high-performing charter and district school models.  Support and deepen citizen engagement efforts such as the Governor’s Education Road Show.

ten schools for academic success of low-income students.

THE PARTNERSHIP ZONE In 2010 the state established the “Partnership Zone” — a turnaround plan designed to produce significant achievement gains in the state’s lowest-performing schools within two years. A portion of Race to the Top funds are being channeled toward 10 schools to improve operations and working conditions for teachers and administrators so they can focus on elevating student performance. n n n n

Bancroft Elementary Lewis Dual Language Elementary Marbrook Elementary Stubbs Elementary

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n Bayard Middle n Stanton Middle

n n n n

Dover High Glasgow High Howard High School of Technology Positive Outcomes Charter

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Establish a Simple and Equitable Funding System to more effectively spend taxpayers’ education dollars.



 Captured a fraction of the $158 million in cost

 Approve and implement a funding flexibility pilot to

efficiency recommendations made by the Leadership for Education Achievement (LEAD) Committee in 2008.

 Posted education budget reports online, offering the public transparent, clear, and timely information.

allow volunteer districts greater control over their budgets.

 Cut additional costs as recommended by the LEAD Committee, and redirect that money to the classroom.

 Create a needs-based formula so funding follows student needs, ensuring that schools serving English language learners, disabled students, and other populations with special needs receive extra resources.

WHY FUNDING MATTERS Delaware’s funding system is nearly 70 years old and no longer fits our schools’ needs. To be globally competitive, we need a simple, flexible, and equitable system that allows the people who are closest to the students to make funding decisions. The state’s massive effort revitalizing public education requires significant Race to the Top startup funds, but that money won't last forever. That’s why we need a modern school finance system if we want to improve our public schools for the long term. HOW FUNDING AFFECTS STUDENTS: n Students with special needs rely on critical additional services funded by Race to the Top and would suffer without them. n District and school leaders have little flexibility to use

limited dollars to best serve students. n District and charter schools want to cut costs by

sharing resources but cannot due to Delaware’s rigid funding formula.

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The Vision Network


is a coalition of Delaware school districts

Pencader Charter High School

New Castle Christina Thomas A. Edison Charter School School District County Votech ❋❋ Kuumba Academy Charter School School District Charter School Pencader Charter High MOT School

and charter schools that agree to pursue the goals and recommendations of Vision 2015, making improved student achievement

New Castle County Votech School District

Christina School ❋ District MOT Charter School

their top priority. To help students excel,

Capital School District: Central Middle School William Henry Middle School Dover High School

Network schools use a team approach, in which principals make decisions with their leadership team and teachers. These model schools are paving the way for the transformation of public schools across Delaware. The Network is composed of 26 schools, representing six districts, four charter schools, and all three of Delaware’s counties. MAKING STRIDES Vision Network schools were among top performers in fall-to-spring gains for the

Christina School District: Christiana High School Newark High School Bayard Middle School Gauger-Cobbs Middle School George V. Kirk Middle School Shue-Medill Middle School

schools that made the greatest gains in 7th grade math and three of the top five with the greatest gains in 6th grade reading were

❋ Capital School District

Capital School District

Lake Forest School District

Lake Forest School District Milford School District

Milford School District Indian River School District

Indian River School District

Indian River School District: Georgetown Middle School Millsboro Middle School North Georgetown Elementary School Selbyville Middle School Sussex Central High School Lake Forest School District: Lake Forest Central Elementary School W.T. Chipman Middle School Lake Forest High School

2010–2011 school year: Three of the top five

Network schools.

Thomas A. Edison Charter School Kuumba Academy Charter School

Milford School District: The Central Academy

New Castle County VocationalTechnical School District: Howard High School of Technology St. Georges Technical High School Delcastle Technical High School Paul M. Hodgson Vocational Technical High School

AIMING HIGH: THE 2011–12 SCHOOL YEAR The Network focuses efforts on three specific areas proven to be critical to student performance: leadership, teacher feedback, and student culture. LEADERSHIP: School leaders work as a team to identify the most effective education reforms and employ them in classrooms. TEACHER FEEDBACK: Teachers receive concrete feedback on a daily and weekly basis that they can use to improve student learning, in addition to follow-up support. STUDENT CULTURE: Schools build a strong culture in which students are accountable for their growth, think critically, and “work hard to get smart.”

“The Vision Network saved our school.” — Sally Maldonado, Head of School, Kuumba Academy Charter School

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Delcastle Technical High School THE SCHOOL: Delcastle Technical High School THE MOTTO: “Preparing students to be ahead of the curve” AYP STANDING: Above target MODEL: Vocational/technical Delcastle Technical High School is not your typical school. Here, ninth graders learn to write resumes, resolve conflicts, and navigate business etiquette.

HOW IT WORKS Standard academic courses such as math and reading are combined with specialized instruction in 23 career “cluster areas” as well as career skill training to encourage students to become well rounded, educated young adults ready for the workplace or higher education. Career cluster areas include nursing, auto technology, carpentry, digital media, cosmetology, electronics and more.

2011 fall-to-spring growth in 9th grade student proficiency on DCAS

Delcastle: 25%

State: 22%

Delcastle: 27%

State: 16%



“Delcastle is one of these quiet schools you don’t hear much about, but you should. Students here made some of the strongest gains in the state last year — among the top ten schools in both math and reading."

THE PRINCIPAL: Joseph Jones, Ed.D Years working in education: 15 Years as Delcastle Principal: 6 How does the vocational approach work? What is the benefit? “We do everything through the lens of a business. Companies want to hire students who are ready for the workplace. They want us to teach them how to be prompt, how to conduct themselves, how to communicate, and how to work in a work environment. What really allows our kids to excel is their work ethic and the ability to take criticism. We teach them that from day one, when they’re freshman in the auditorium. ” What have you changed in the last year and how has it made Delcastle stronger? “We started offering different courses for 9th and 10th graders who need remedial work or enrichment, the goal being to really tailor what these students need as early on as possible. We also have tried to be much more sophisticated in the classroom, asking ourselves, ‘What is the purpose of what we’re doing here?’ Things like that. We’ve also gained many new staff members. Some see turnover as a bad thing, but we see it as an opportunity to hire great people, which is exactly what we did. It’s not the change itself that determines your success, it’s how you deal with that change.” What is great about Delcastle? “What I love about this school is that with over 1,500 kids, we’re a big school, yet we have a small school community. The really great thing is to watch students go through our school, graduate and then go out and make their way in the world.”

— Vision Network Executive Director Mark Murphy

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We invite you to join us in creating outstanding Delaware schools. n Sign up for the Vision 2015 newsletter: n Learn about the latest Race to the Top news: n Participate in your local school board meetings (visit your school district website) n Urge your local legislators to prioritize education reform:

THE VISION 2015 IMPLEMENTATION TEAM Chair: Marvin N. Schoenhals, Chairman, WSFS Bank

Marcia Lyles, Superintendent, Christina School District

H. Raye Jones Avery, Executive Director, Christina Cultural Arts Center

Daniel Rich, Chair, Delaware Early Childhood Council

Susan Bunting, Superintendent, Indian River School District

John H. Taylor, Jr., Executive Director, Delaware Public Policy Institute

Paul A. Herdman, President and CEO, Rodel Foundation of Delaware

Howard Weinberg, Executive Director, Delaware State Education Association

Lillian Lowery, Secretary, Delaware Department of Education

Ex officio: Nancy Brickhouse, Deputy Provost, Professor, School of Education, University of Delaware


Christiana Health System

Artesian Water

Citizens Bank

Glenmede Trust Company, N.A.


Colonial Parking, Inc.

Hercules Incorporated (Ashland, Inc.)

Bank of America

Delaware Community Foundation

JPMorgan Chase Foundation

Barclays Bank Delaware Bayhealth Medical Center

Delaware Department of Education

Blue Cross Blue Shield of Delaware

Delaware General Assembly

The Buccini/Pollin Group

Delmarva Power Dover Downs Hotel & Casino

CAI Chesapeake Utilities Corporation


The Longwood Foundation Nemours/Alfred I DuPont Hospital for Children Peninsula Capital Advisors, LLC

The Schell Trust, Ltd. University of Delaware U.S. Department of Education Valero Energy Verizon Delaware, Inc. The Wallace Foundation The Welfare Foundation Wilmington Trust

PNC Foundation

W.L. Gore and Associates

Rodel Foundation of Delaware

WSFS Foundation

More information at

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cup marvel

The State He Made Josiah Marvel and the story of Delaware’s economic success By Kent Priestley


ate in the spring of 1902, a crowd of economics students took their seats in a lecture room on the campus of the University of Pennsylvania. Their guest speaker that day was Josiah Marvel, a young Delaware attorney who, despite his air of restraint, had come to Penn bearing a gospel of sorts. Incorporate your businesses, he told the young men gathered there. Better yet, incorporate them in Delaware. The state offered advantages that were hard to ignore: limits on a company’s liabilities, a simplified tax code, a business-friendly court system, and drastically lower incorporation fees (Pennsylvania was charging more than $3,000 at the time to register a corporation; Delaware, just $150). Though still in his mid-30s, Marvel had already exerted a powerful influence over his home state’s business and legal life. Born in Georgetown in 1866, as a young man Marvel first pursued a teaching career, but by his early twenties had turned his sights on law. In 1894 he was admitted to the Delaware bar; a mere five years later he was drafting language for the state’s far-reaching General Incorporation Act, the legal framework that would allow Delaware to become world leader in business formation. Name a development within the state’s business, legal and educational communities between the Gilded Age and the Jazz Age, and Josiah Marvel was likely at the center of it. He prepared first drafts of Delaware’s child labor, income tax, and inheritance laws. He was first president of a reorganized Delaware State Chamber of Commerce. In 1919 he helped found Wilmington’s prestigious Tower Hill School, and in 1923 was named president of the newly formed Delaware State Bar Association. During the turbulent first year of the Great Depression, Marvel brought his talents to the national stage, serving as president of the American Bar Association. He received a commendation for his efforts from President Herbert Hoover in 1930. Marvel’s business life was no less distinguished. The same year


DSCC_JanFeb12.indd 46

he spoke to those students at Penn, Marvel, through his Delaware Charter Guarantee & Trust Company, drafted the formation documents of a young communications firm calling itself the American Telephone and Telegraph Company (AT&T). Countless other major U.S. corporations were formed with Marvel’s help. In 1920, he joined with a competitor, Christopher Ward, to found Corporation Service Company (CSC). From its headquarters in Wilmington, Corporation Service Company remains a leading provider of business and legal services, from entity formation and statutory representation to business compliance and legal matter management. Over the years CSC’s offerings have grown to include specialties its founders couldn’t have imagined, such as domain name management and online brand protection services that global companies depend on every day. Last year the Honorable Michael Castle became the most recent recipient of the Delaware State Chamber of Commerce’s Josiah Marvel Cup Award, given annually to a Delawarean who has made “outstanding contributions to the state, community and society.” It is uncertain how many of those present at the award ceremony, or how many among the cup’s 50-odd previous winners, were aware of its namesake. Perhaps it doesn’t matter. Josiah Marvel’s influence lives on every time a business—whether a start-up or an established multi-national—decides to register in Delaware. The office buildings that rise above our cities, the revenues that fill our state coffers, the more than 850,000 business entities that call Delaware their legal home—all bear the traces of a young, ambitious attorney from Sussex County.  n Kent Priestley is public relations manager of Corporation Service Company.

Januar y / Febr uar y 2012    D e l a w a r e B u s i n e s s

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The Josiah Marvel Cup Award The Josiah Marvel Cup Award was established by the State Chamber to honor a Delawarean who has made an outstanding


contribution to the state, community or society in recognition of “something worthy of being remembered.” The Cup is awarded in honor of the memory of Josiah Marvel, who reorganized and was the first president of the State Chamber, 1913-1914. The award was originally presented to Marvel upon his retirement, and has been imprinted with the name of each recipient. The identity of the winner is not announced until the award is presented at the Annual Dinner. Join us Monday, January 9 at the Chase Center in Wilmington for the 175th Annual Dinner.

Marvel Cup Winners 1951-2010 1951 Dr. M.A. Tarumianz

1983 John E. Healy II

1952 J. Gordon Walsh

1984 Charles E. Welch

1953 Margaret Irving Handy,

1985 William T. McLaughlin 1986 Roxana C. Arsht

M.D. 1954 Henry T. Claus

1987 Pierre S. du Pont IV

1955 I.B. Finkelstein

1988 Eugene D. DiSabatino

1956 James W. Williams

1989 Sally V. Hawkins

1957 Pearl Glenn Herlihy

1990 Edmund N. Carpenter II

1958 William Reily Brown

1991 Jeremiah P. Shea

1959 John G. Leach

1992 Joseph F. Hulihan

1960 Clarence A. Fulmer

1993 John E. Burris

1961 Maurice du Pont Lee

1994 James H. Gilliam, Sr.

1962 Lloyd R. Leslie

1995 Marvin and Muriel

1963 Dr. Ward I. Miller


1964 H. Edmund Bullis

1996 Richard P. DiSabatino, Sr.

1965 Edwin P. Neilan

1997 Irving Shapiro

1966 Warren C. Newton

1998 John W. Rollins, Sr.

1967 Russell W. Peterson

1999 Brother Ronald Giannone,

1968 Emily H. Womach 1969 William Winder Laird 1970 Charles A. Robinson

O.F.M 2000 Charles M. and Julie P. Cawley

1971 Eugene R. Perry

2001 Alexander F. Giacco, Sr.

1972 Ruth M. Cann

2002 Leonard W. Quill

1973 Harvey C. Smith

2003 William V. Roth, Jr.

1974 Fredd T. O’Donnell

2004 James H. Gilliam, Jr.

1975 Wright W. Robinson

2005 Dale E. Wolf

1976 William C. Lewis

2006 Irénée du Pont, Jr.

1977 J. Allen Frear, Jr.

2007 David P. and Louise

1978 J. Frank Gordy


1979 J. Caleb Boggs

2008 Warren L. Allen

1980 Gilbert S. Scarborough, Jr.

2009 Marvin N. Schoenhals

1981 Daniel M. Herrmann

2010 Edgar S. Woolard

1982 William Marvel

2011 Michael N. Castle

D e l awa r e

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B u s i n e s s     Januar y / Febr uar y 2012

Accessible Expertise

• Risk Management Commercial Insurance Brokerage • Employee Benefits and HR Consulting • Personal Asset Protection and Management 302-658-5508 800-456-5508 47

1/11/12 1:31 PM


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Januar y / Febr uar y 2012    D e l a w a r e B u s i n e s s

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Rep. Pete Schwartzkopf and the Delaware General Assembly made inroads in 2011, making it a successful legislative year for the business community.

a ff a i r s

A Step in the Right Direction By Rich Heffron


n spring 2011, the Delaware Economic and Financial Advisory Council projected a $300 million surplus. What followed was a rather routine session of the state legislature. The members of the General Assembly were able to make good on a promise to end the traditional lastminute budget battle by having the spending bills available for review several days before the June 30th deadline. The Joint Finance and Bond committees made their decisions in open session, allowing the public to witness the tedious process of deciding how and where to spend their money. The administration didn’t get everything it wanted, which is not unusual, but was successful in generating support for most of its key proposals, especially in the areas of economic development, education and infrastructure financing. In a move that helped avoid some of the late-session contention, leadership in both houses made sure controversial legislation was addressed early in the session. All these factors contributed to a successful legislative session for the business community.

GRT and the PIT top-rate cuts are partial rollbacks from the 2009 increases used to close the budget gap caused by the 2008 financial meltdown. The 2009 law schedules a complete rollback for 2013. Also contained in HB 129 is a $5 million fund to assist manufactures implementing energy efficiency systems at their facilities. The abandoned property statute was simplified under HB 22 (George, D-5th, Dist.). This will make the law easier to understand while adding a provision that the language used in applications, notices and declarations should be simple and non-technical. Banks can now receive additional credit applied to the Bank Franchise Tax for job creation under SB91 (DeLuca, D-11th Dist.). The bill increases the incentives for financial institutions to locate their charter and operation in Delaware, thereby encouraging job creation and retention. This will be accomplished by offering a 10-year tax credit for banking organizations that add 200 or more jobs after 2011. Education

Taxes and Spending

With the expectation of additional revenue and the objective of speeding up the states economic recovery, the administration proposed and the General Assembly passed Reductions for Gross Receipts Tax (GRT) (HB 127, Longhurst, D-15th Dist.), Personal Income Tax (PIT) (HB 128, Schwarzkopf, D-14th Dist.) and the Public Utility Tax (PUT) (HB 129, Gilligan, D-19th Dist.). These bills provided a total of $25.9 million in tax reductions. The

D e l awa r e

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B u s i n e s s     Januar y / Febr uar y 2012

Delaware’s public schools have been at a disadvantage when determining staffing and hiring new teachers because the unit count system used to establish staffing levels was not determined until the beginning of the new school year. With the passage of SB 16 (Sokola, D-8th Dist.) schools will be able to base these decisions on an estimated unit count each March. The state will guarantee that school districts receive unit funds for the following school year equivalent to 98 percent of the estimated unit count.


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a ff a i r s government

This will allow districts to make these important decisions in late spring and early summer. Since 2004 the needs-based spending structure has proved to be beneficial to the 12 districts that participated in a pilot project. HB 1 (Schooley, D-23rd Dist.) now allows the state’s 19 school districts and all charter schools in Delaware to adopt the needs-based system. As many charter schools continue to struggle financially, legislation (HB 205, Schooley) was passed to better ensure that school charters being approved are of high quality, and that the school leaders and the Department of Education are prepared to respond more appropriately when financial issues arise. HB 213 (Schooley) allows the Department of Education to collect data and promulgate regulations governing the collection and use of educational records. Moreover, it provides for the ability to access the database for approved research studies through defined processes with the oversight of the P-20 Council. Economic Development

A few loose ends still needed to be tied up with Bloom Energy planning to build its east coast plant at the former Chrysler site, now part of the University of Delaware. Among them was allowing energy output from Bloom Box fuel cells to be considered renewable energy. With the approval of SB 124 (DeLuca) Bloom Box-produced energy is an eligible resource, fulfilling a portion of the requirements for a Commissionregulated utility under the Renewable Portfolio Standards Act. This legislation, combined with the approval this past fall by the Public Utility Commission of Delmarva’s surcharge for the purchase of Bloom Boxes for generating electric clears the way for the construction of the Bloom Energy plant which is expected to create 1500 jobs at the plant and with suppliers. The passage of SB 40 (Marshall D-3rd Dist) makes the blue collar tax credit program more effective by increasing the value of corporate and personal income tax credits; and modernizing the program’s scope by including provisions designed to attract manufacturers of advanced clean energy technology power generating devices and systems. Two bills--SB 74 and SB 95 (Blevins, D-7th Dist.)--continue the practice of periodically ending the Delaware Revised Uniform Partnership Act to keep it current and maintain its national preeminence. Energy and the Environment

After consultation with the Delaware Department of Natural Resources and Environmental Control and members of the DSCC environmental committee, the Attorney General’s office introduced SB 92 (McBride). The bill as amended revises DNREC’s chronic violator program. It adds a purpose section, makes various technical revisions, and adds consistency to the definition section of the statute. It also clarifies and expands the standard and criteria for chronic violator status. Every three years it is necessary to reauthorize the Clean Air Act Title V Operating Program, the means for DNREC to oversee the


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state’s largest manufacturing, industrial and commercial sources of air emissions. In 2011, the program was renewed. After months of discussion, the Title V Operating Permit Program Advisory Committee comprised of members from DNREC, along the environmental and regulated community (including DSCC), it was decided to recommend maintaining permit fees at same level as the previous three-year period. This recommendation was adopted as HB 186 (Q. Johnson, D-8th Dist.). Labor

As promised when the updated workers’ compensation statute was made law five years ago, the General Assembly continues to make improvements to Delaware’s workers’ compensation system. To make certain medical providers do not take advantage of a loophole in the law that allows the opening of a facility across state lines (which could permit the collect of higher fees), the legislature approved SB 108 (DeLuca) that forbids charging fees above those allowed by Delaware law. The bill also provides for the physician injury report to serve as the triggering event for the completion of the employer’s report of modified-duty availability. Health Care

The passage of SB 146 (Blevins) made clear the definition of a “conversion” as it pertains to the merger of Blue Cross-Blue Shield of Delaware and Highmark, a non-profit health insurance company based in western Pennsylvania. The original act had been interpreted by the Delaware Attorney General as defining a specific transaction involving a not-for-profit Delaware health service corporation seeking to affiliate with another not-forprofit company to be a conversion. The legislation makes it clear that the General Assembly’s intent is that both entities will retain their not-for-profit status post affiliation. It also that ensures that change of control transactions involving Delaware health service corporations do not result in the dissipation or improper use of the reserves or surplus of such health service corporation. Business

Attorney General Joseph R. “Beau” Biden III presented HB 88 (George), the “Delaware Investor Protection Act.” This legislation reorganizes the provisions of the Delaware Securities Act into seven subchapters after discussions with representatives of the banking and investment industry. The bill was amended to conform to existing regulations and reintroduced and passed as HS 1 HB 88. Legislation aims to make the state a better place for all citizens, and provide compromise between those who might have a different idea of what defines “better.” Overall, this past session was a successful one for the Delaware business community and the residents of the state. The upcoming session will present more opportunities and challenges as we face an economic growth pattern that is not as robust as was expected to be last spring. Read the Delaware State Chamber of Commerce Legislative Agenda on page 8 to find out what issues the business community will face in 2012.  n

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BeeBe Medical center delivers For delaware Beebe Medical Center is a leader in providing comprehensive healthcare services—whether it’s inpatient care and surgical procedures or outpatient services at locations just around the corner from where you live. The collaborative teamwork of our staff, physicians, volunteers and friends brings exemplary care and innovation to the people who reside in or visit Delaware.

BeeBe DeLIVeRS QUalitY AND innovation Beebe’s specialty services and programs rank among the best in the state and in the nation. Some of our specialty services and programs are listed below: • An exceptional orthopaedics program • Superior cardiac and vascular services that use the latest technologies • Tunnell Cancer Center, known across the region as the choice to make for cancer treatment • Gastrointestinal specialty services and procedures including bariatric surgery To read about the accolades for our medical specialties, please visit Beebe Medical Center’s website at

BeeBe DeLIVeRS convenience Beebe Health Services are never far away. Outpatient services offer flexible scheduling in multiple locations throughout Sussex County. Services are located on our main campus in Lewes, and in Rehoboth Beach, Milton, Georgetown, Long Neck, Millsboro, and Millville. Beebe also offers home health services. Services include: • Beebe Lab Express (7 locations) • Beebe Imaging (X-Rays, MRI, CT scans, Ultrasound, Mammography, etc.)

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the partnership

The 2011 Superstars in Education program left its mark across the state, and culminated with 450 attendees at a recognition dinner on May 2 at the Chase Center.

Education, Business Leaders Look Toward the Future By Janine Sorbello


ith so much background noise in the educational arena, it is easy to drown out the pedagogy that goes on every day in our schools. That’s why the State Chamber has been running education programs for almost two decades. As a result of shifts in the economic, social and cultural climates, K-12 teachers must adjust the academic curriculum and academic expectations to accommodate the needs for the future. It is important to Delaware’s economy that schools ensure students graduate with college and career-ready skills necessary to compete for choice universities and higher-level jobs in the global marketplace. The needs of today are very different from the needs of several decades ago. It is through The Partnership’s programs that business and education leaders are given an opportunity to see firsthand the myriad of issues and challenges that teachers face on a daily basis.

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Superstars in Education

Remember gathering on a small, round carpet in the classroom for story time? Today this concept has grown to include all first-grade students in the Capital School District. Students have a unique opportunity to gather once a month in the clearedout showroom of Price Automotive in Dover for bedtime stories. Designed to improve reading performance, the Price Automotive Reading Challenge also provides hundreds of students with a take-home book, snacks and a friendly environment that encourages parents to become involved. It’s no surprise why this multi-faceted program and many more were honored at the Superstars in Education recognition dinner on May 2. It was a proud moment for seven winning programs as a procession of teachers walked across the stage to accept their awards. More than 450 people gathered at the Chase Center on the Riverfront to honor the educators and watch


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partnership the

the video showcase that presented these creative practices that raised student achievement. Each Superstars in Education winner received a $2,500 cash award along with a banner and trophy. For many teachers, the Superstars award provides an opportunity for schools to increase a program’s awareness in the community while effectively raising student achievement. As the program approaches its 20th anniversary, it continues to grow and evolve into the age of social media. A brand new website,, was launched in September, simplifying the process for applying for a Superstars in Education award to a more efficient online system. Thanks to a technology team at ING DIRECT who developed the site, teachers can apply online for a Superstars award. The Superstars program now has an active Twitter account at @SuperstarsEduDE. Tweets have included thanking new sponsors and thanking Delaware Principal for a Day participants. The Superstars in Education Program has left its mark across the state, as just over 250 educational programs throughout Delaware have been awarded that have had a direct impact on student achievement. Next year, the program is expected to receive more applications as winners will receive an increased cash award of $3,000. Superstars Hits the Road

As the spotlight on the Superstars in Education recognition dinner dimmed, the celebration hit the road to take the limelight to the teachers and students of each winning program. Throughout May, a celebration was hosted at each winning school. At every assembly, the teachers and staff attended to watch the presentation of the banner and trophy; and a showing of the video. “It’s a great feeling to visit the schools to present the trophy and banner to the teachers and students. The looks

on the children’s faces and their eruptive applause when they see the banner that reads ‘Superstars Winner’ is priceless,” says State Chamber president James A. Wolfe. “I look forward to traveling up and down the state every year to host school assemblies to celebrate their success.” Delaware Principal for a Day

Just over 100 business and education leaders attended the Delaware Principal for a Day follow-up breakfast on November 1 at the DuPont Country Club in Wilmington. The breakfast followed a week-long event where business leaders spent a day in Delaware schools to carry out the duties of a school principal. Delaware Principal for a Day is a total immersion program in an educational atmosphere that offers business leaders the opportunity to experience both the joys and challenges of preparing students to become tomorrow’s workforce. Principals and business leaders also learn about each other’s respective professions, share management ideas and discuss best practices. As a result, many business leaders and educators develop ongoing relationships. More than 130 business leaders stepped back into the classroom during the week of October 24 to October 28 to become a guest principal in a Delaware school. Dolores Allen-McIntyre of Ferris School in Wilmington hosted Delaware Cadillac, Saab, Subaru and Kia owner Mike Uffner as a guest principal. While Uffner, who is also a State Chamber board member, was impressed with the financial literacy and entrepreneurship market day programs, Allen-McIntyre was looking into the future. “The natural creation of unity of effort encouraged with this bond provides the growth to sustain  an informed, intelligent future workforce building hope and prosperity for a better tomorrow for everyone,” she says. This visit was just one of many where lasting relationships have developed between business leaders and the schools.  n

2011 The Partnership, Inc. Board of Directors

Peggy E. Strine chair

William R. Allan Verizon Delaware

Christina Favilla Discover Bank

Doug Gramiak office of congressman john carney

Dr. Paul A. Herdman The Rodel Charitable Foundation of Delaware

Ralph A. Kuebler Chairman, Superstars in Education Selection Committee Not pictured: mike stetter delaware doe

Willie C. Martin DuPont


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Dr. Linda F. Poole Educationally Speaking, LLC

Fred C. Sears II Delaware Community Foundation

Joseph L. Yacyshyn m&T bank

Carolyn Zogby Red Clay School District

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In print. Online. In person. and Shakers : 34 Movers S S E IN S U B WOMEN IN





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Delaware Principal for a Day The State Chamber salutes all of the business leaders, government officials   and principals who took the time to participate in Delaware Principal for a Day. Mr. Ralph Kuebler Chair, Superstars in Education Selection Committee Academy of Dover Ms. Nancy Fleming Pettinaro Construction Co., Inc. Archmere Academy Mr. Thomas P. Collins JPMorgan Chase Bancroft Elementary School Mr. Richard Kapolka Connecting Generations Inc. Bayard Middle School Ms. Deborah Wilson Metropolitan Wilmington Urban League Bedford (Gunning) Middle School

Ms. Susan Bowlby Corexcel Brader (Henry M.) Elementary School Mr. Nicholas P. Lambrow M&T Bank Brandywine High School

Dr. Richard Gochnauer Wilmington University Caesar Rodney High School Mr. Julian Booker Delmarva Broadcasting Company Calloway (Cab) School of the Arts

Mr. Rodger Levenson WSFS Bank Brandywine Springs School

Mr. John G. Moore, Sr. United Way of Delaware, Inc. Castle Hills Elementary School

Ms. Leanne Walter Discover Brandywood Elementary School

Mr. George Meldrum Nemours Health & Prevention Services Charter School of Wilmington

Ms. Peggy Strine The Partnership Inc. Brennen School (The)

Mr. Chip Rossi Bank of America Colwyck Elementary School

Ms. Cathy MacFarlane ING DIRECT Brookside Elementary School

Mr. Richard DiSabatino EDiS Company Concord High School

Mr. Tyrone Jones AstraZeneca Pharmaceuticals LP Conrad Schools of Science Ms. Martha Gilman Gilman Development Company Delaware Military Academy Mr. Steve Bonine DuPont Delcastle Technical High School Mr. Mark Brainard Delaware Technical & Community College Dickinson (John) High School Mr. Warren Ellis Bancroft Construction Company Dover Air Force Base Middle School

Roger Levenson of WSFS Bank shares his reading acumen with the students of Brandywine Springs Elementary School.


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ah t be c dpeafg rtnership

Pete Booker of Delmarva Broadcasting with students at Cab Calloway School of the Arts.

Hon. Thomas Carper United States Senate Dover High School Mr. Michael Waite Blood Bank of Delmarva Downes (John R.) Elementary School Ms. Jocelyn Stewart Barclays Bank Delaware Downie (Carrie) Elementary School Mr. Jeffrey Chambers DuPont duPont (H.B.) Middle School Ms. Leslie Newman Children and Families First duPont (Pierre S.) Middle School Ms. Marge Hannum JPMorgan Chase Elbert-Palmer Elementary School Mr. Michael Uffner AutoTeam Delaware Ferris School Ms. Peggy Vavalla DuPont First State School

Ms. Rosemary Stroup World Financial Network Bank Gauger-Cobbs Middle School

Mr. Michael Petit de Mange Kent County Levy Court Lake Forest High School

Mr. Brad Cowen EDiS Company Lord Baltimore Elementary School

Mr. Hugh Leahy, Jr. Delaware Community Foundation Georgetown Elementary School

Mr. Buck Simpers Buck Simpers Architect + Associates, Inc. Laurel High School

Mr. Jim Mazarakis WSFS Bank Maple Lane Elementary   School

Hon. Lillian Lowery DE Dept. of Education Glasgow High School

Charles McDowell, esq. Potter Anderson & Corroon LLP Lewis (William C.) Dual Language Elementary School

Mr. Jack Coleman Maintenance Engineering, Ltd. Marbrook Elementary School

Ms. Yvonne Johnson Delaware PTA Forest Oak Elementary School

Ms. Janet Dougherty Fulton Bank, Delaware National Division Heritage Elementary School

Mr. Alan Levin DE Economic Development Office Forwood Elementary School

Mr. Rob Belfiore EDiS Company Highlands Elementary School

Ms. Michele Whetzel University of Delaware Fund for Women Gallaher (Robert S.) Elementary School

Mr. Rod Ward III Corporation Service Company Howard High School of Technology

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Mr. Nicholas Hoechel Rockwell Associates Linden Hill Elementary School Mrs. Christine Sauers Better Business Bureau of Delaware, Inc. Lombardy Elementary School Ms. Mary Devine M&T Bank Long Neck Elementary School

Mr. Kelly Wilson Atlantis Industries Mariner Middle School Ms. Carolyn Zogby Red Clay School District Marshall (Thurgood) Elementary School Hon. Robert F. Gilligan Delaware State House of Representatives McKean (Thomas) High School


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Mr. Mike Freda EDiS Company Meadowood Program


Mr. Jerry Doherty EDiS Company Middletown High School Mr. Gerard Esposito Tidewater Utilities, Inc. Milford Middle School Mr. Todd Fritchman Envirotech Environmental Consulting, Inc. Milton Elementary School Ms. Jo Schmeiser Chamber of Commerce for Greater Milford Mispillion Elementary School Mr. Donald Mell, III Mell3Strategies MOT Charter School Mr. William Allan Verizon Delaware LLC Mote (Anna P.) Elementary School Ms. Patricia Dailey Lewis Delaware Department of Justice Mount Pleasant Elementary School Yvonne Johnson of the Delaware PTA helps students stay plugged in at Forest Oak Elementary School.

Hon. Joseph Biden, III DE Dept. of Justice Office of the Attorney General Mount Pleasant High School Mr. Skip Pennella CAI New Castle School (Colonial ILC) Mr. Scott Fad Blue Cross Blue Shield of Delaware Newark High School Hon. Karen Weldin Stewart DE State Office of the Insurance Commissioner North Dover Elementary School Ms. Sarah Grunewald The Rodel Charitable Foundation of Delaware North Georgetown Elementary School Ms. Julie Hester St. Francis Hospital Padua Academy Ms. Dori Jacobson The Rodel Charitable Foundation of Delaware Paul M. Hodgson Vocational Technical High School

Principal Anne Lambert of Concord High School received a helping hand for the day courtesy of Richard DiSabatino of EDiS Company.

Mr. Marke Dickinson AAA Mid-Atlantic Pencader Charter High School

Mr. Brian DiSabatino EDiS Company POLYTECH High School

Mr. Murray Berstein Nixon Uniform Service & Medical Wear Penn (William) High School

Hon. Matthew Denn DE Office of the Lt. Governor Prestige Academy Charter School Ms. April Birmingham Bank of America Pulaski (Casimir) Elementary School Mr. Jared Forma Wilmington Blue Rocks Read (George) Middle School Ms. Pam McCutcheon WSFS Bank Rehoboth Elementary School Ms. Nia Williams Communities in Schools Wilmington Richardson Park Elementary School Ms. Katherine Wilkinson Fulton Bank, Delaware National Division Richardson Park Learning Center


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Hon. Francis Vavala DE Dept. of Adjutant General Skyline Middle School

Ms. Mary Ann Leager M&T Bank Seaford Middle School

Hon. Thomas Cook DE Dept. of Finance Smyrna High School

Ms. Paula Gunson Greater Seaford Chamber of Commerce Seaford Senior High School

Ms. Sarah Slaysman WSFS Bank Southern Delaware School of the Arts

Mr. Rick M. Deadwyler DuPont Serviam Girls Academy

Lewis Lazarus, esq. Morris James LLP Springer Middle School

Mr. Jack Riddle Community Bank Delaware Shields (Richard A.) Elementary School

Mr. Steven Chambliss Christiana Mall St. Ann School

Mr. Michael R. Tuosto PSEG Nuclear, LLC Shortlidge (Evan G.) Academy Mr. Robert Bird Home Instead Senior Care Shue-Medill Middle School

ah t be c dpeafg rtnership

Ms. Christina Favilla Discover Bank Ross (Lulu M.) Elementary School

Mr. Nicholas M. Marsini, Jr. PNC Bank St. Edmond’s Academy Dr. Robert Andrzejewski Delaware Mentoring Council St. Elizabeth High School

Brad Cowen of EDiS Company gets sent to the principal’s office at Lord Baltimore Elementary School.

Jo Schmeiser of the Chamber of Commerce for Greater Milford instructs the students of Mispillion Elementary School about anti-bullying techniques.

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Mr. Andrew DiSabatino EDiS Company St. Georges Technical High School

Ms. Janis Julian WSFS Bank Ursuline Academy (upper school)

Mr. James Randall Caldwell Staffing St. Mary Magdalen

Mr. Robert V.A. Harra, Jr. M&T Bank Warner Elementary School

Ms. Jeanne Kasey Big Brothers/Big Sisters of DE Stanton Middle School

Mr. Greg Sawka Bancroft Construction Company West Park Place Elementary School

Mr. R. Thomas Wagner, Jr. DE State Office of the Auditor of Accounts Star Hill Elementary School Ms. Lynne Robinson PAWS for People Sterck (Margaret S.) School Delaware School for the Deaf Mr. Jim Coyne AstraZeneca Pharmaceuticals LP Stubbs (Frederick Douglass) Elementary School Ms. Christina Bell Belfint, Lyons & Shuman, P.A. Sunnyside Elementary School Mr. Jeffrey Fried Beebe Medical Center Sussex Central High School Mr. Joseph Yacyshyn M&T Bank Talley Middle School Ms. Peggy Eddens WSFS Bank The Independence School

Ms. Denise Cugler M&T Bank West Seaford Elementary School Ms. Nia Williams Communities in Schools Wilmington Wilmington Manor Elementary School

State Auditor Tom Wagner scans paperwork with Principal Chester Cox of Star Hill Elementary School.

Mr. William Major M&T Bank Wilmington Montessori School Ms. C. Laura Crean Rockwell Associates Wilson (Etta J.) Elementary School Mr. F.M. Ross Armbrecht, Jr. Delaware Foundation for Science & Mathematics Educa. Woodbridge Elementary School Mr. E. Andrew DiSabatino EDiS Company Woodbridge High School

Save the Date!

2012 Superstars in Education Awards Dinner May 7, 2012 Chase Center on the Riverfront


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Furry friends from PAWS for People (and human friend Lynne Robinson) get to know the children at Margaret S. Sterk Delaware School for the Deaf.

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ab r et ca di e l fg

A healthy Christiana Mall is key to Delaware’s retail vitality.

Retail Therapy Delaware’s retailers contribute mightily to economic health By Ken Brennan


ith another holiday shopping season still fresh in memory, Delaware’s retailers and shoppers alike lean forward into this new year against the backdrop of a national economy still stubbornly stuck in low gear (if not neutral) and a national unemployment rate hung up in high single digits for an unprecedented period. By now, we all agree that the real key to kick-starting our idling economy is a simple four letter word: JOBS. Firing up employment on a mass scale drives up consumer demand and drives up retail sales. Increasing retail sales spur bigger factory orders, which drive increased manufacturing output. Increased factory orders spur increases in manufacturing employment, which in turn creates more consumer demand, and so on. Rising employment is truly the tide that lifts all boats,

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economically speaking. And when it comes to influence on total employment, the nation’s retail industry is seldom recognized as the national job creation engine it truly is. When it comes to employment, retailers are the Rodney Dangerfield of the business scene: We just don’t get much respect. The importance of the retail industry’s contribution to our economic health is almost always underestimated. The facts are that retail directly and indirectly accounts for 42 million jobs and $2.5 trillion or 18 percent of our national gross domestic product.** Here at home, Delaware retailers employ 90,716 people directly and account for 122,447 jobs in total when indirect, retail-supporting jobs are counted. That’s one in four Delaware jobs. Retailers are directly or indirectly responsible for 16 percent of the state’s gross domestic product or $3.8


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Christiana—the Mall with it All By Steven Chambliss

One of the major shopping destinations in Delaware and the most notable shopping center between Philadelphia and Baltimore continues to be the Christiana Mall, located in Newark. The center is now a 1.1 million-square-foot mall which originally opened in 1978 and was renovated and expanded in 1991 and again in 2009. The center boasts four anchor stores including Nordstrom, Target, JCPenney and Macy’s, and offers a wide variety of 140 unique, trendy and fashion-forward specialty stores and restaurants, and fulfills a wide range of consumer shopping needs from the basics to high fashion. The mall is consistently rated as one of the most successful nationwide, largely due to its geographic location off I-95 in the densely populated Mid-Atlantic region where it’s easily accessible to the surrounding states that take advantage of tax-free shopping. In 2011, the mall completed the final milestone of development with the opening of Nordstrom in April and continues to add popular retailers that cater to the requests of our shoppers. The strongest categories of merchandise continue to be electronics, children’s, teens’ and women’s fashion and athletic shoes. The addition of five new restaurants that opened during the latest renovation has attracted new customers from a wider trade area and entices them

billion in direct GDP revenue.*** Many Americans find their first rung on the employment ladder in the retail industry. Importantly, retail provides wide, collateral employment beyond the sales floor for the upwardly mobile–with careers ranging from advertising to administrative support, logistics to legal affairs, and from information services to energy management--employment options seldom considered when the term “retail jobs” is mentioned. Delaware’s 10,703 retail establishments serve the needs of almost 900,000 Delawareans and countless thousands from Maryland, Pennsylvania and New Jersey who visit the First State regularly and spend dollars here, thanks to the advantage of our sales tax-free distinction. That said, and with the just-past holiday season’s successes and challenges behind us, the nation’s retailers will be busy doing what they do best: forging ahead, bringing literal definition to the term “Main Street, America,” and reliably employing Americans in vast numbers while delivering value to the U.S. consumer.  n Ken Brennan is general manager of Boscov’s Christiana Town Center and chairman of the Delaware Retail Council Board of Directors. *Source: ShopperTrac/ **Source: National Retail Federation ***Source: PriceWaterhouseCoopers LLP, The Economic Impact of the U.S. Retail Industry

to stay for lunch or dinner during their day of shopping. Since the completion of the renovation, the mall has expanded its marketing programs to focus on the strong presence of new consumers at the University of Delaware, as well as tourists and out-of-state shoppers. As the center continues to evolve as a fashion destination, the leasing team will focus its concentration on bringing

2011 Delaware Retail Council Board of Directors

new and trendy retailers that don’t yet have a presence in the market. Retailing has always been and will continue to be a very fluid business, catering to the needs of a discriminating consumer. In order for malls like Christiana to remain a vibrant, relevant and appealing shopping destination for shoppers of all ages, they must constantly evaluate and adjust to stay ahead of changing consumer trends and shopping habits. They can offer so much more of an

Kenneth L. Brennan (Chairman) Boscov’s

experience than on line or other shopping venues. The experience

Thomas R. Zapf (Immediate Past Chairman) Macy’s

Richard Kenny Delaware Supermarkets

Not pictured: Matt Benedetti Home Depot Steven Chambliss Christiana Mall Terry laster Petsmart

is enhanced by store selection, amenities such as play areas, restaurants, community events, and a safe clean and comfortable shopping atmosphere. This center has all of these attributes and is poised to be the shopping center of choice well into the future.

Steven Chambliss is the senior general manager of the Christiana Mall and a member of the Delaware Retail Council Board of Directors.


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Bret Morris A.R. Morris Jewelers

Richard Perno J.C. Penney

Michael Uffner AutoTeam Delaware

Roberta Wuttke Rocky Mountain Chocolate Factory

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am s bc ad ll e fg business alliance

Small business leaders took full advantage of a slate of events in 2011, including a panel discussion at Junior Achievement of Delaware in October.

Small Business Alliance Goes Big in 2011 By Denee Crumrine


on’t be fooled by this Delaware State Chamber of Commerce affiliate’s name. Just as the humble size of Delaware doesn’t do justice to its greatness, there’s more to the Small Business Alliance than one might think. The Small Business Alliance works to serve the needs of Delaware businesses with 150 employees or less, as well as local non-profits. We know that small businesses work just as hard as the big guys, and play a vital role in the economy and community of our state. The Small Business Alliance aims to provide quality services and resources to meet the needs specific to small business. We offer support to our members when the going gets tough and recognition when achievements are made and success is obtained. Whether it’s a networking event or committee meeting, a non-profit mixer or an educational workshop, we’re here to work for you and with you.

Small Business Workshops and Events

This year’s workshops were enriching and full of valuable content given by great people. In May, we welcomed Dee Cairo of Technicare, a division of Excel Business Systems, Inc., and Jocelyn Coverdale of Ballantrae Solutions who presented “A Practical Path to a Paperless Office.” This informative workshop gave helpful hints and simple solutions to cutting down paper waste. From scanning tools for filing receipts to cloud technology-based storage, they showed members how even the smallest change can make a huge impact.

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Our October workshop, “From Surviving to Thriving: Smart Business Tips,” was hosted by Junior Achievement of Delaware’s Financial Literacy program. This workshop covered a variety of topics, including financial reporting, taking well-researched risks and exit strategy planning. Resource sharing, important tax hints and embracing change were also discussed. The engaging panel was made up of: Stan Diver, Diver & Associates, LLC; Marty Infanti, TD Bank; Bill Parks, Colonial Parking, Inc.; Kristen Shaw, ParenteBeard LLC; and Richelle Vible, Catholic Charities, Inc. A December workshop concentrated on maximizing the potential of social media tools and getting the most out of them for your business. It was hosted by Courtyard Marriott Newark at the University of Delaware. The panel included Lee Mikles of The Archer Group, Whitney Hoffman of Hoffman Digital Media, Mariah Calagione of Dogfish Head Craft Brewery and Jessica Kupferman of Digital Stew. Other events include our annual trip to Dogfish Head Brewery; a speed networking luncheon with Young Executives Committee; and the Small Business Alliance’s largest event of the year, the Marvin S. Gilman Superstars in Business Awards. We applaud all the organizations that applied this year and thank all of our generous sponsors. The 2011 Superstars in Business are Corexcel; Environmental Alliance, Inc.; EDiS Company; and The Ministry of Caring, Inc. The Awards of Excellence recipients are Brandywine Executive Center, Cover & Rossiter, Emory Hill Companies, and Sunday Breakfast


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aalblci a dn ec fg e business

Mission. The individual to win the Gilman Bowl is Michael Uffner of AutoTeam Delaware for his contributions to the small business community. Wawa, Inc. CEO Howard Stoeckel, this year’s keynote speaker, was a terrific addition to our program.

Health Insurance – via Blue Cross Blue Shield of Delaware Dental & Vision Insurance – via Dominion Dental Services Free Prescription Drug Discount Card

Make the Most of Membership


a Chamber member. To learn more about them, visit www. or call Denee Crumrine at (302) 576-6564.

Members know the Chamber works for them and we work hard to give you the best value for your membership. Other ways to make sure your voice is heard, your successes are known and you are truly getting the most out of your membership is to get involved with a committee and to stay up-to-date with the great benefits we’ve created just for you.

Exclusive Access to Chamber Members by Direct Mail

Benefits of the Alliance

Blood Bank Membership Options

The following benefits are just some of the perks of being

Discount Radio Advertising – via Delmarva Broadcasting Company Discounted Cell Phone Products and Services – via T-Mobile Affinity Business Credit Card – via Bank of America Discounted Office Supplies – via W.B. Mason Discounted Constant Contact Email Marketing Services Notary Services and Certificate of Origin Documents  n

2011 Small Business Alliance Board of Managers

Small Business Alliance Senior Advisory Council

pam cornforth ronald mcdonald house of delaware, Co-chair, Board of Managers

Stephan Lehm VanDemark & Lynch, Inc., Co-chair, Board of Managers

Timothy U. Boulden Boulden, Inc.

larry disabatino EDIS COMPANY

Joseph Farley, Jr. Farley Printing Company, Inc., chair, benefits & services committee

G. Kevin Fasic Cooch & Taylor, P.A.

Donald T. Fulton George J. Weiner Associates

Janice Giannini Paradigm Associates, LLC

Gregory M. Gurev MySherpa

John E. Healy III Healy Long & Jevin, Inc., Co-chair, Legislative Committee

Chad Moore The Bellmoor

William Parks Colonial Parking chair, superstars in business

James D. Randall caldwell Staffing

christopher rankin ebc carpet services corporation

Michael Reath Delmarva Broadcasting Services, Treasurer, Board of Managers; chair, education & development committee

Scott Thomas Southern Delaware Tourism

Priscilla Turgon Professional Staffing

William F. Ward, Jr. Bill Ward, Inc.


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ken anderson delaware economic development office

terrence barclift bank of america

Nash M. Childs Bancroft Construction Company

Cynthia C. Dwyer Wellness CommunityDelaware

Martha S. Gilman Gilman Development Company

William Major m&t bank

James O’Neill, Ph.D. University of Delaware

William B. Robinson, Jr. George & Lynch, Inc.

Richard D. Rowland Rowland, Johnson & Company, P.A.

Dennis M. Salter Summit Realty Advisors, LLC

Michael S. Uffner AutoTeam Delaware

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am s bc ad ll e fg business

Statement of Ownership, Management, and Circulation (All Periodicals Publications Except Requester Publications) 1. Publication Title

2. Publication Number

Delaware Business 4. Issue Frequency

0 0


1 2

3. Filing Date


August 26, 2011

9 8

5. Number of Issues Published Annually

6. Annual Subscription Price



7. Complete Mailing Address of Known Office of Publication (Not printer) (Street, city, county, state, and ZIP+4®)

1201 N. Orange St., Ste. 200, Wilmington, New Castle County, DE 19801

$18 Contact Person

Matt Amis

Telephone (Include area code)


8. Complete Mailing Address of Headquarters or General Business Office of Publisher (Not printer)

Delaware State Chamber of Commerce, 1201 N. Orange St., Ste. 200, Wilmington, New Castle County, DE 19801 9. Full Names and Complete Mailing Addresses of Publisher, Editor, and Managing Editor (Do not leave blank) Publisher (Name and complete mailing address)


DSCC 1201 N. Orange St. Wilmington DE 19801 Editor (Name and complete mailing address)

Matt Amis, 1201 N. Orange St., Wilmington DE 19801 Managing Editor (Name and complete mailing address)

Denee Crumrine, 1201 N. Orange St., Wilmington DE 19801 10. Owner (Do not leave blank. If the publication is owned by a corporation, give the name and address of the corporation immediately followed by the names and addresses of all stockholders owning or holding 1 percent or more of the total amount of stock. If not owned by a corporation, give the names and addresses of the individual owners. If owned by a partnership or other unincorporated firm, give its name and address as well as those of each individual owner. If the publication is published by a nonprofit organization, give its name and address.) Complete Mailing Address

Full Name

1201 N. Orange St., Ste 200, Wilmington DE 19801


Youth Movement Young Executive Committee takes aim at local workforce

11. Known Bondholders, Mortgagees, and Other Security Holders Owning or Holding 1 Percent or More of Total Amount of Bonds, Mortgages, or Other Securities. If none, check box Full Name

X None Complete Mailing Address

By Denee Crumrine

“Young people are next in line to lead our businesses and grow our communities. They are armed with knowledge and skills that are important to the success of our economy. They need the opportunity to put those skills to work.” So says Jim Wolfe, president of the Delaware State Chamber of Commerce. The Young Executives Committee, an arm of the Small Business Alliance, was created in 2010, and targets 21- to 40-year-old professionals. The Young Executives [Young Execs, YEC] aim to increase young professional involvement with the Chamber while helping to develop Delaware’s young workforce through business networking and personal growth. Find us on “I’ve been involved with the State Facebook! Chamber’s Young Executives Committee since its inception, and the subsequent response to the YEC has been fantastic,” DEYoungExecs says Mike Vanderslice of Environmental Alliance, Inc. “I commend the Chamber for thinking outside the box, and developing a unique group where young professionals can socialize and network in a relaxed setting. The Committee tailors programs to focus on personal and professional development. We are the future of Delaware, and the Young Executives Committee is a catalyst to help us realize Delaware’s economic potential.” Vanderslice was recently inducted as the Young Execs first Chair and is working with the Chamber to improve the committee. The Chamber and the Young Execs are committed to enriching the business community in Delaware and invite you to become more involved. The YEC is just one committee of many under the Small Business Alliance. For more information about the Young Execs, please contact Denee Crumrine at or (302) 576-6564. You can learn more about all of our committees and affiliates on our website at and www.  n

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12. Tax Status (For completion by nonprofit organizations authorized to mail at nonprofit rates) (Check one) The purpose, function, and nonprofit status of this organization and the exempt status for federal income tax purposes:


Has Not Changed During Preceding 12 Months Has Changed During Preceding 12 Months (Publisher must submit explanation of change with this statement)

PS Form 3526, September 2007 (Page 1 of 3 (Instructions Page 3)) PSN 7530-01-000-9931 PRIVACY NOTICE: See our privacy policy on

13. Publication Title

14. Issue Date for Circulation Data Below

Delaware Business 15. Extent and Nature of Circulation

a. Total Number of Copies (Net press run) Mailed Outside-County Paid Subscriptions Stated on PS Form 3541(Include paid distribution above nomi(1) nal rate, advertiser's proof copies, and exchange copies) b. Paid Circulation (By Mail and Outside the Mail)

Mailed In-County Paid Subscriptions Stated on PS (2) Form 3541 (Include paid distribution above nominal rate, advertiser's proof copies, and exchange copies) Paid Distribution Outside the Mails Including Sales (3) Through Dealers and Carriers, Street Vendors, Counter Sales, and Other Paid Distribution Outside USPS® (4) Paid Distribution by Other Classes of Mail Through the USPS (e.g. First-Class Mail®)

c. Total Paid Distribution (Sum of 15b (1), (2), (3), and (4))

d. Free or Nominal Rate Distribution (By Mail and Outside the Mail)

No. Copies of Single Issue Published Nearest to Filing Date














Free or Nominal Rate Outside-County Copies included on PS Form 3541




Free or Nominal Rate In-County Copies Included on PS Form 3541





(3) Free or Nominal Rate Copies Mailed at Other Classes Through the USPS (e.g. First-Class Mail) (4) Free or Nominal Rate Distribution Outside the Mail (Carriers or other means)

e. Total Free or Nominal Rate Distribution (Sum of 15d (1), (2), (3) and (4)) f.

Sept/Oct 2011 Average No. Copies Each Issue During Preceding 12 Months

Total Distribution (Sum of 15c and 15e)







g. Copies not Distributed (See Instructions to Publishers #4 (page #3))



h. Total (Sum of 15f and g)




Percent Paid (15c divided by 15f times 100)



16. Publication of Statement of Ownership


If the publication is a general publication, publication of this statement is required. Will be printed

Non/Dec 2011 in the ________________________ issue of this publication.

17. Signature and Title of Editor, Publisher, Business Manager, or Owner

Publication not required.


8/26/2011 I certify that all information furnished on this form is true and complete. I understand that anyone who furnishes false or misleading information on this form or who omits material or information requested on the form may be subject to criminal sanctions (including fines and imprisonment) and/or civil sanctions (including civil penalties). PS Form 3526, September 2007 (Page 2 of 3)


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DE Business.Half:Layout 1 12/19/11 2:56 PM Page 1




Local agents who are members of the Delaware Association of Insurance Agents and Brokers (DAIAB) work for you, not an insurance company. They serve as your independent consultant and are free to search the market for coverage that’s right for your business.


Award-winning health care

Kent General Hospital

Bayhealth Medical Center – Kent General Hospital in Dover, Milford Memorial Hospital in Milford and numerous satellite facilities – has been serving the health needs of Delaware residents for decades. Milford Memorial Hospital

Need a doctor or info on our services? Call 1-866-Bay-DOCS or visit us on the web at


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ab m ac nd ue f fg acturing

The Delaware Manufacturing Association aims to keep the assembly line moving in the First State through strategy and legislative action.

Manufacturing in Delaware: A Blueprint to Continued Competitiveness By Jim Wolfe


he Delaware Manufacturing Association (DMA) includes manufacturers of all sizes, up and down the state. An affiliate of the Delaware State Chamber of Commerce, it is also the state arm of the National Association of Manufacturers (NAM). Its mission is to keep Delaware manufacturers competitive and to be an advocate for the companies at the state and local level. The DMA is an active group, meeting several times throughout the year to share ideas, discuss manufacturing strategy as well as legislative ideas, resolve problems and assess the challenges of doing business in our state. The DMA’s year was truly launched in December 2010. The Board of Managers meeting was hosted by DMA Chair Michael Crawford at the AstraZeneca plant in Newark. The group discussed roadblocks manufacturers face doing business in Delaware with Gov. Jack Markell and Director of Economic Development Alan Levin. The governor made a commitment to work with manufacturers to create an environment in the state that will help existing plants operate more efficiently, and make Delaware more attractive to lure new manufacturers. As a result,

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DPPI director Mark Dimaio collaborated with state manufacturers to create a “blueprint” that focuses on five main points of concern: energy costs, taxation, regulation relating to the environment, infrastructure and land use and the development and education of the workforce. For many Delaware manufacturers, the increasing cost of energy along with its delivery is a major issue. A suggestion put forth by the DMA is to explore a statewide energy buying entity for manufacturers to consolidate energy purchasing power. The State Chamber has successfully advocated for a reduction in the public utility tax for manufacturers from 2.35 percent to 2 percent. Another burden to Delaware manufacturers is the gross receipts tax (GRT) that, by definition, does not allow any product discounts to be taken into account. The DMA proposed that GRT definitions allow the inclusion of these discounts. The blueprint also asked the administration to consider a new research and development tax credit that would become “manufacturing specific,” allowing Delaware manufacturers to become


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m a n u f aacbtc ud re in fg g

2011 Delaware Manufacturing Association Board of Managers

Mike Crawford (Chair) AstraZeneca Pharmaceuticals LP

Scott Welch (co-vice chair) Mohawk Electrical Systems, Inc.

Mitch Magee (Co-Vice Chair) PPG Industries, Inc.

lisa bartile agilent technologies

miles brittain evraz claymont steel

buff bruno energizer personal care

Charlie Copeland Associates international, inc.

John J. Czerwinski competitive advantage, inc.

Rick Deadwyler DuPont Company

Robert dolan gm, retired sr. council

Joseph P. Farley, Jr. Farley Printing Company, Inc.

jeff garland fisker

a stronger contender in the U.S. and even worldwide. Gov. Markell was the keynote speaker at the 2011 Legislative Brunch and Manufacturing Conference held in April at the Dover Sheraton. The morning session saw a panel discussion that focused on energy innovations and savings, such as the benefits of solar power, alternative gas and electric sources and announced free energy audits available through the University of Delaware. The conference had 20 exhibitors to represent manufacturers from around the state. In May, Gov. Markell invited the DMA Board to Energizer Personal Care in Dover, where he laid out his plans for business tax cuts and other investments that would benefit manufacturers. The Board met with Delaware Department of Natural Resources and Environmental Control Secretary Collin O’Mara and his team in July and discussed low interest loans and business tax credits that are available to businesses for green energy projects. Buff Bruno, Plant Director at Energizer Personal Care, hosted this meeting and took the group on an informative tour of the plant. The fall meeting convened at Delaware Tech’s new Innovation & Technology Center in New Castle. This facility provides group and individualized training that is utilized by many of the state’s manufacturers. It was a productive year for the DMA and they plan to continue the dialog with Governor Markell and his cabinet to make Delaware the first state in manufacturing.  n

From document creation to destruction…

Your copier company and so much more! eric graber calpine corporation

julie hansen proctor & gamble the dover wipes co.

Tom Inagaki W.L. Gore & Associates, Inc.

lee kiefer siemens healthcare diagnostics

302.453.1500 800.464.0021 steve kimpton invista

Rudy Merstetter basf

graham moore fmc biopolymer

robert prybutok polymer technologies, inc.

Steve Quindlen Delaware Manufacturing Extension Partnership

herman seedorf delaware city refining company, llc

Robert Stewart Croda

kelly wilson, atlantis industries corp.

Copiers Scanners Network Installation & Support


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Not pictured: bruce humpries siemens health care diagnostics, retired sr. council

Printers Shredders Paperless Office Solutions


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au p bb cl d iecfg policy

Taylor, DPPI, Forge Reform By John Taylor


he Delaware Public Policy Institute has had an ongoing role in school reform efforts in Delaware. Through its executive director, John Taylor, DPPI was instrumental in establishing and governing the Vision 2015 education reform effort and the Vision Network of Schools. Taylor continues to serve as a member of the Vision 2015 Implementation Team, the effective board of directors of the Vision system. In that role, Taylor was part of the team that screened applicants and ultimately hired the new Vision 2015 executive director, Mark Murphy. As a member of the Delaware Business Round Table’s Education Committee, Taylor helps to marshal financial and political support for education reform in the business community. In this role, he also participates in legislative strategy sessions that determine legislative priorities and maps strategy for gaining gubernatorial and legislative support for reform legislation. Taylor was a member of the team that transformed Ed Voters of Delaware into the new advocacy group, Voice for Delaware Education and will be a member of the new organization’s board representing the state’s business community. Taylor helped to organize and plan the annual fall education conference. In cooperation with Rodel, the University of Delaware and the Delaware State Chamber of Commerce, DPPI has been a sponsor of these annual events since their inception. Taylor helped to encourage business support for Teach for America from its inception and again this year participated in the training sessions for new TFA corps members. DPPI has been directly involved in the Delaware’s Race to the Top effort as both an active recruiter for business support and as an informal adviser to Education Secretary Lillian Lowery. Taylor also serves as a member of the Nemours Health Prevention Services Advisory Committee. NHPS works closely with Delaware public schools to ensure that students receive proper diet and exercise while at school. On Jan. 1, 2011, Mark DiMaio joined DPPI as a loaned executive from AstraZeneca. He has helped to plan and implement two DPPI “dialogues” this year and produced a white paper on a manufacturing strategy for Delaware Starting in January and continuing throughout the year, Taylor conducted a series of interviews for Content Delaware, the new Delaware focused web-based operation in which both DPPI and DSCC are involved. On Feb. 1 and Feb2, DPPI

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convened a “Dialogue on Health Care Reform.” This was done at the behest of Dr. Robert Laskowski, DPPI Board Chair and President and CEO of Christiana Care Health Systems and Sec. Rita Landgraf of the Department of Health and Social Services. This invitation-only, two-day session was designed to develop working plans for the state to take advantage of the new health Patient Protection and Accountable Health Care Law. The meetings were facilitated by Brad Sperber of the Keystone Center’s Washington D.C. office. A report with specific recommendations was issued in early April. Throughout 2011, Taylor represented the business community on the Delaware Sea Rise Advisory Committee. The committee is exploring the effect sea-level rise will have in Delaware and developing strategies to contend with the potentially devastating situation. In April, DPPI released the results of the Dialogue on Health Care Reform in Delaware which took place in February. The report has been posted on several websites including DPPI’s and DSCC’s. The report makes several recommendations for those engaged in health care delivery in the state. On June 2, Taylor made a presentation of the report to the Delaware Health Care Commission. Also in April, DPPI launched How Delaware Compares with a breakfast presentation attended by about 75 people. The new website is maintained by the University of Delaware’s Center for Applied Business and Economic Research and the Institute for Public Administration. AstraZeneca is the sponsor of the site’s which continues to receive quite a bit of attention. In March, DPPI Executive Taylor and DiMaio began meeting with Stephanie McClellan, chief policy adviser to DNREC Sec. Collin O’Mara to plan a clean energy industry dialogue. DPPI hired the Keystone Center to facilitate the dialogue. which took place on June 22 and 23 ? It was entitled “Dialogue on Developing Clean Energy Economies for Delaware.” The dialogue was requested by DNREC Secretary Collin O’Mara as a follow up to the Knowledge-based Partnership Conference held in December 2010 on the same topic. The DPPI “Dialogues” are far more intimate and focused than the conferences. No more than 25-27 people are invited to the dialogues. Participants included representatives of several clean energy businesses in Delaware as well as Sec. O’Mara and Alan Levine, Director of the Delaware Development Office. The “Dialogue” was facilitated by the Keystone Center energy experts. This is the same group that facilitated the “Dialogue on Health Care” in February. A report with specific recommendations was produced.


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public a bpcodlei c fg y

In late July DPPI’s follow up report on the February 2010 “Dialogue on the Permitting Process in State Agencies and New Castle Count.” The Consensus Building Institute, which facilitated the original dialogue, conducted the follow-up interviews. The conclusions are that, while some improvements have been made, considerably more needs to be done to improve the process so it is more business friendly. As a result of this follow up report, DPPI Executive Director along with Jim Wolfe, DSCC president and CEO and Rich Heffron, DSCC senior vice president met with Sec. O’Mara and newly appointed DelDOT Sec. Shailen Bhatt on Aug. 31 to chart a path forward to ensure that recommendations are carried out. It was agreed that DPPI would once again convene a dialogue to deal with the outstanding issues. During the summer, Taylor was involved in efforts to restructure and reinvigorate the Delaware Association of Nonprofit Agencies (DANA). These efforts were part of several initiatives that came from the March 2009 DPPI-UD-sponsored conference on “The Future of the Nonprofit Sector in Delaware.” With a grant from the Jesse Ball du Pont Foundation, Taylor worked with several others over the last two years investigating best practices at nonprofit intermediary organizations throughout the country. The working group presented the DANA board with a plan for operations for the next three years and worked with the board to restructure itself and the organization. Taylor and DSCC vice chair Bill Allen have become members of the newly reformed DANA board.  n


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2011 Delaware Public Policy Institute Board of Directors

Dr. Robert J. Laskowski (Chair) Christiana Care Health System

Dr. Tony Allen Bank of America

Carol Ammon founder, former ceo, endo pharmaceuticals, inc.

O. Francis Biondi, Esquire Morris, Nichols, Arsht & Tunnell

Dr. Thomas M. Connelly, Jr. DuPont Company

Gov. Pierre S. du Pont IV Richards, Layton & Finger

Dr. Patrick Harker University of Delaware

Dr. Paul Herdman Rodel Foundation Delaware

Robert W. Perkins AstraZeneca Pharmaceuticals

Dr. Daniel Rich University of Delaware

Marvin N. Schoenhals WSFS Bank

Gary Stockbridge Delmarva Power

Richelle Vible Catholic Charities

William T. Wood, Jr. Wood & Associates

Helping you reach your goals

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UD is for you! 302-831-7600 • DB010012


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m e mb a becrdsehfg ip

Membership Investment at Work By Bill Stephano


s with any membership-based organization, there is a fine line between perceived value and real value. Today, the business community is constantly scrutinizing its investment dollar. In this economy there needs to be a clear path from investment to return, from perception to real, and the DSCC has the history and reputation of enabling businesses large and small to obtain their goals and objectives. The real value of your State Chamber membership is equal to the amount of time and resources your organization applies to it. We have witnessed firsthand success stories with young executives and entrepreneurs that discover the benefits of their membership through networking, lead groups, committees and signature events. What does it take to get started? You have an assigned Membership Department Executive at your disposal to build an activity calendar specific to your organization’s goals and objectives. Not all events are a perfect fit, but with some proactive planning we can create an effective and efficient list of engagement opportunities for you. Another added value of your membership is access to our Ambassador Committee. This dedicated group of individuals volunteers their time every month to contact our membership and provide an avenue of information that we ultimately use to improve our members’ experience.

P.O. Box 232 Wilmington, DE 19899 Phone 302.655.7718 Fax 302.655.7918


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see it all at


Here is a list of our current Ambassadors that we are proud to mention: Mr. Chris Jerger, CJ Technology Solutions Mr. Gary Pawliczek, Ameriprise Financial Mr. Jack Coleman, Maintenance Engineering, LTD. Mr. Jon Bell, Better Business Bureau Mr. Kenneth Hoffmann, Progressive Software Computing Ms. Amy Eschenbrenner, Home Instead Sr. Care Mr. J. Morgner, Sunday Breakfast Mission Mr. Nicholas Hoeschel, Rockwell Associates Ms. Revonda Moody, RM Associates Ms. Melinda McGuigan, Kinfolk Take an opportunity to visit and begin to explore the new opportunities through networking, social media, events and committees that continue to make a membership in the Delaware State Chamber of Commerce a valuable investment. I am available at any time to answer your questions and discuss how a membership could best serve you and your organization at (302) 576-6574.  n

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Your Water and Wastewater Service Experts  Water Production, Treatment and Distribution  Wastewater Collection and Treatment  Full service Water/ Wastewater Contract Operations  Water and Wastewater Capital Improvements  Design, Build, Ownership and Operation of Utility Assets


“Voted Top Workplaces 2011”

EMPLOYERS: DO YOU HAVE WORKERS WITH VISION LOSS? Contact Us: Delaware Division for the Visually Impaired 302-255-9800 Take our 7 question employer survey online:

You may qualify for a credit with Delaware Industries for the Blind Custom Products Department. D e l awa r e

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Welcome New Members Cleaning By Tiffany

Ms. Tiffany Evans

Kreston Wine & Spirits

473 McGinnis Pond Road

Mr. Robert Kreston

Felton, DE 19943

904 Concord Avenue

(302) 335-3313

Wilmington, DE 19802

Fax: (302) 335-3313

(302) 652-3792 Fax: (302) 652-3725

DG Helix & Assopciates

Mr. David Millilo

New Process Fibre Company

3411 Silverside Road, Hanby Bldg.

Mr. Bill Rust

Wilmington, DE 19810

12655 North First Street

(302) 442-6910

Greenwood, DE 19950

Fax: (302) 792-7408

(800) 497-4520 Fax: (302)349-5730

Delaware Farm Bureau

Open Door Media

Ms. Pamela Thornburg-Bakerian

Ms. Danielle VanDrew

3457 S. DuPont Highway

154 South State Street

Camden, DE 19934

Dover, DE 19901

(302) 697-3183

(302) 897-1511

Fax: (302) 697-1428

Fax: (609) 396-6624

The TEAM Approach

Mr. Bart Selcuk

Ms. Cathy Stauffer-Wozniak

2 Lukens Drive

1545 Old Coach Road

New Castle, DE 19720

Newark, DE 19711

(302) 652-2767

(302) 525-0640

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We’re Everywhere in Delaware that You Want to Be.

Emory Hill Companies

Real Estate. Construction. Excellence.

Commercial Brokerage | Construction | Property Management Maintenance | Residential Real Estate Services 10 Corporate Circle, Suite 100 New Castle, DE 19720 • 888.322.9502 | 302.322.9500 •

%ULQJLQJ\RXORFDODFFHVV WRZRUOGFODVVFDSDELOLWLHV IURPOHQGLQJWROLTXLGLW\PDQDJHPHQW 2SSRUWXQLW\DWHYHU\VWHSÍ Our client managers provide a direct line to unrivaled expertise, solutions and resources that can lead to more opportunity for you. Strong relationships, plus a deep understanding of your business and the Delaware economy, enable our client managers to deliver world-class capabilities. From lending to working capital and liquidity management to advisory capabilities and more, we’re at your side with the local access to help make your success possible. Terrence D. Barclift 610.941.4824

Bank of America Merrill Lynch is the marketing name for the global banking and global markets businesses of Bank of America Corporation. Lending, derivatives, and other commercial banking activities are performed globally by banking affiliates of Bank of America Corporation, including Bank of America, N.A., member FDIC. Securities, strategic advisory, and other investment banking activities are performed globally by investment banking affiliates of Bank of America Corporation (�Investment Banking Affiliates�), including, in the United States, Merrill Lynch, Pierce, Fenner & Smith Incorporated and Merrill Lynch Professional Clearing Corp., all of which are registered broker dealers and members of FINRA and SIPC, and, in other jurisdictions, by locally registered entities. Investment products offered by Investment Banking Affiliates: Are Not FDIC Insured • May Lose Value • Are Not Bank Guaranteed. Š2011 Bank of America Corporation. ARE0V2I4 | GCB-132-AD

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o fa b ec vd en e fg ts calendar

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Delaware State Chamber Calendar of Events

  January 9, 2012  DSCC Annual Board  Meeting (Board  Members Only)  3:30 p.m. – 4:45 p.m..


 

Location: Chase Center on the Riverfront, Pusey Jones Room For more information, contact Cheryl Corn at 576-6572. January 9, 2012

Earn Your Master’s Degree in Just 18 Months Strategic Leadership: An Ethical and Effective Road to Success

DSCC Annual Dinner 4:45 p.m. – 8:30 p.m.. Location: Chase Center on the Riverfront Keynote Speaker Marvin N. “Skip” Schoenhals, Chairman, WSFS Financial Corporation and WSFS Bank For more information, contact Lisa Pickril at 576-6586. January 5 Education & Development Committee Meeting 9:00 a.m. – 10:00 a.m. Location: DSCC Chairman’s Room, 2nd Floor For more information, contact Denee Crumrine at 576-6564 or January 25

Aston, Pennsylvania 76

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February 9 Small Business Alliance Board of Managers Meeting 8:00 a.m. – 9:00 a.m. Location: DSCC Board Room For more information, contact Denee Crumrine at 576-6564 or February 14 Networking Breakfast at The Blood Bank of Delmarva 7:30 a.m.-9:00 a.m. Location: The Blood Bank of Delmarva For more information, please contact Lisa Prickril at 576-6586 or February 14 The Partnership, Inc. Board of Directors Meeting 3:00 pm Location: DSCC Chairman’s Room For more information, contact Janine Sorbello at 576-6576 or

Benefits & Services Committee 9:00 a.m. – 10:00 a.m. Location: DSCC Chairman’s Room, 2nd Floor For more information, contact Denee Crumrine at 576-6564 or

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ab c ac le dn ed fg ar of events

Leadership Through leadership, strength and a commitment to excellence, we can reach new heights together. We proudly support the Delaware State Chamber of Commerce. D e l awa r e

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B u s i n e s s     Januar y / Febr uar y 2012

© 2011 JPMorgan Chase


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Chamber Committees & Forums State Chamber members play a visible, active role in the business community by serving on commit-


tees. If you would like to get involved, contact the committee’s Chamber representative or register online at

Ambassador Committee: The Ambassador Committee is a specially chosen group of volunteers that assists in increasing membership and retention, and acts as a liaison between the State Chamber staff and the membership at large. Contact: Chuck James at (302) 576-6562 or cjames@

This committee identifies group-oriented benefits, such as health care coverage, dental and vision care, discounted office supplies, phone service, direct mail, radio advertising and much more to help Chamber members be healthy and competitive. Contact: Denee Crumrine at (302) 576-6564 or dcrumrine@

Benefits & Services Committee:

This committee provides practical, valuable and affordable education and development programs to help existing members and potential members be more successful. Contact: Denee Crumrine at (302) 576-6564 or

Education & Development Committee:

The Employee Relations Committee: This committee meets each month and brings in knowledgeable experts to discuss ever-changing labor and employment laws and regulations that impact all Delaware businesses. The interaction between speakers and committee members provides a cost-effective and efficient way to obtain up-to-date information that helps employers create or modify personnel policies and procedures before legal problems arise. Contact: Greg Gross at (302) 576-6568 or Environmental Committee: Working closely with the Department of Natural Resources and Environmental Control (DNREC), members are involved in the review and shaping of environmental legislation and regulation. Contact: Greg Gross at (302) 576-6568 or

Members discuss key health care issues facing Delaware businesses and provide feedback to the Chamber legislative team to assist in formulating policy. Contact: Matt Amis at (302) 576-6566 or

Health Care Committee:


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Provides a forum to discuss issues affecting Delaware holding companies on the state and national levels. Contact: Matt Amis at (302) 576-6566 or

Holding Company Committee:

Members, lobbyists and legislative representatives work together to address legislative issues of interest to Chamber members. Monthly lunchtime meetings feature guest speakers who cover current topics of interest to the business community. Contact: Greg Gross at (302) 576-6568 or

Legislative forum:

Tax Committee: This committee reviews tax legislation and lobbies for the reduction of personal and business taxes in Delaware. Contact: Greg Gross at (302) 576-6568 or ggross@ Transportation Committee: The transportation committee creates a unified voice when making recommendations to the Delaware Department of Transportation. Contact: Greg Gross at (302) 576-6568 or

The Delaware State Chamber of Commerce’s newest committee was formed to encourage young executives in Delaware to be involved in the Chamber, network with other young professionals and further their business growth. The Young Executives Committee, for professionals between the ages of 21 and 40, aims to develop Delaware’s young workforce through professional business networking and personal growth. Contact: Denee Crumrine at (302) 576-6564 or

Young executives committee:

Women in Business forum: The Women in Business Forum was formed to forge relationships, break boundaries and build a better business environment for women in our community. Former guest speakers include First Lady Carla Markell, Gov. Ruth Ann Minner, Family Court Chief Judge Chandlee Kuhn, State Reps. and Sens., and business leaders. Contact: Katie Dunn at (302) 576-6578 or kdunn@dscc. com.  n

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Delaware State Chamber of Commerce The State Chamber Health Plan

Prescription Drug Discount Card

The Delaware Drug Card will provide savings of up to 75-percent on prescription drugs at more than 50,000 pharmacy locations across the country. The Delaware Drug Card has no restrictions to membership, income or age, and you are not required to fill out an application. This program helps all residents of Delaware afford their prescription medications. For more information, go to Discounted Cell Phone products and Service

State Chamber members can get a 10-percent discount from T-Mobile on qualifying monthly recurring charges and other special offers. Email Melissa Williams at to learn more about this benefit. Notary Service

Did you know that Notary Public services are free for Chamber members? Call (302) 655-7221 to make an appointment to stop in for a notary seal on your documents. W.B. Mason Office Supplies

W.B. Mason offers Chamber members exclusive deep discounts off their most commonly used items. Discounts are up to 90 percent. Contact Doreen Miller for more information at doreen. or (888) 926-2766, ext. 8358. Blood Bank Membership

Member companies with five employees or less are offered unlimited group coverage in the Blood Bank of Delmarva. Call (302) 655-7221 for more information.

DSCC Affinity Credit Card with WorldPoints Rewards


The cost of employee health care is a top concern among Delaware business owners. DSCC has devised an affordable, quality health care plan for its members. Blue Cross Blue Shield of Delaware announced new reduced rates and added an additional lower-cost plan choice. Visit htm today or call (302) 576-6580 for more details.


Small State. Big Benefits.

The DSCC affinity card by Bank of America is a business credit card offered exclusively to State Chamber members that also offers a rewards program for discounted airline tickets, free hotel nights and car rentals and more. The Chamber affinity card with WorldPoints® lets members combine points from personal and business cards to get rewards even faster. Call (800) 598-8791 to apply, mention priority code FABLHRAQ. dental and vision plan

Dominion Dental Services provides dental and vision benefits on a group and individual basis with competitive, memberexclusive rates. Dental care coverage for most diagnostic and preventive services is 100 percent with up to 80 percent coverage for restorative care including fillings, root canals, crown and bridge work, periodontal treatment, oral surgery and more. Go to or call (888) 518-5338 for more information. No application fee for DSCC members. Constant Contact Email Marketing Service

State Chamber members are eligible to receive discounts on their Constant Contact account subscriptions. Members can save 20-percent if they prepay for 6 months and 25-percent if they prepay for 12 months. That is a 10-percent deeper discount than what is available to other customers. To sign up, visit the Constant Contact link on the State Chamber’s members-only page or call (866) 876-8464 to activate your member discount. Access full details on these benefits of membership in the membersonly section of the DSCC website. For more information about obtaining your company’s members-only login credentials, please email  n

Certificate of Origin Documents

Certificate of Origin documents are $20 for Chamber members ($100 for non-members). Call (302) 655-7221 for more information.

Member-to-Member Discount Directory

Delmarva Broadcasting Company

and services to fellow members. To see the full list of discounts

Fifteen-percent in bonus airtime on commercial orders placed by new advertisers on any Delmarva Broadcasting radio station. Contact Mike Reath at or call (302) 478-2700 for more information.

D e l awa r e

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State Chamber members offer substantial savings on products

online, visit and click on Member2Member Discounts.


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For Assistance, Call the Chamber The State Chamber of Commerce staff works for you, serving nearly 2,800 member companies and organizations statewide. This State Chamber staff directory lists phone numbers and Email addresses, as well as individual areas of responsibility. If you need business assistance or information, please don’t hesitate to call.

James A. Wolfe President & CEO Marianne K. Antonini Sr. Vice President Finance & CFO

576-6560 576-6567

A. Richard Heffron Sr. Vice President Government Affairs


Janine G. Sorbello Sr. Vice President Education & Exec. Director, The Partnership   Business Mentoring Alliance Principal for a Day Superstars in Education


John H. Taylor, Jr. 576-6590 Sr. Vice President & Exec. Director, Delaware Public Policy Institute Matt Amis Communications Manager Delaware Business Production Website  Health Care Committee   Holding Company Committee


Cheryl Corn Sr. Vice President Communications  Executive Assistant to the President


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Gregory L. Gross Director of Government Affairs Employee Relations Committee Environmental Committee Legislative Forum Tax Committee Transportation Committee


Chuck James Account Executive Ambassador Committee


Lisa Prickril Events Manager Young Executives Committee


Arlene M. Simon Account Executive


Bill Stephano Director of Membership

Denee Crumrine 576-6564 Program & Communications Specialist  Young Executives Committee  Small Business Alliance  Benefits & Services Committee  Education & Development Committee Katie Dunn Communications & Events Associate Women in Business

Linda D. Eriksen Accounting Associate


Patrina Wallace Information Secretary


Miller Publishing, Inc. Fred Miller President, Miller Publishing, Inc. Advertising Sales


Delaware State Chamber of Commerce 1201 N. Orange Street, P.O. Box 671 Wilmington, DE 19899-0671 (302) 655-7221 / Fax (302) 654-0691 (800) 292-9507 Kent & Sussex counties

576-6572 Blog: facebook:

flickr: twitter: @Destatechamber

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At M&T Bank, we understand the importance of building long-term relationships with our customers and the communities we serve because it’s what we’ve been doing for more than 150 years. Which is why we support our neighborhoods. Why we keep banking decisions local. And why we take the time to get to know your needs. We encourage our employees to get involved in local volunteer and leadership efforts –from coaching little league to participating on local boards. After all, we live here too. We’re dedicated to exceeding your expectations with innovative products and unparalleled customer service. See the difference our personal, local and long-term commitment can make. Stop by your neighborhood branch today. ©2011 M&T Bank. Member FDIC.

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Delaware Business Jan-Feb 2012  

Annual Report issue

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